Win-win in distributive negotiations: The economic and relational benefits of strategic offer framing

Win-win in distributive negotiations: The economic and relational benefits of strategic offer framing

In distributive negotiations, people often feel that they have to choose between maximizing their economic outcomes (claiming more value) or improving their relational outcomes (having a satisfied opponent). The present research proposes a conversational strategy that can help negotiators achieve bo...

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Bibliographic Details
Main Authors: SCHAERER, Michael, SCHWEINSBERG, Martin, THORNLEY, Nico, SWAAB, Roderick I.
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2020
Subjects:
Negotiation
First offer
Framing
Satisfaction
Power
Reservation price
Human Resources Management
Organizational Behavior and Theory
Online Access:https://ink.library.smu.edu.sg/lkcsb_research/6447
https://ink.library.smu.edu.sg/context/lkcsb_research/article/7446/viewcontent/Schaerer_et_al_JESP2020_win_win_in_distributive_negotiations__1_.pdf
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Institution: Singapore Management University
Language: English

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https://ink.library.smu.edu.sg/lkcsb_research/6447
https://ink.library.smu.edu.sg/context/lkcsb_research/article/7446/viewcontent/Schaerer_et_al_JESP2020_win_win_in_distributive_negotiations__1_.pdf

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