Related Experiment Video
Updated: May 12, 2026

RBDT: A Computerized Task System based in Transposition for the Continuous Analysis of Relational Behavior Dynamics in Humans
Published on: July 17, 2021
Does it take two to tango? Longitudinal effects of unilateral and bilateral integrative negotiation training
Alfred Zerres1, Joachim Hüffmeier, Philipp Alexander Freund
1Institute of Business-to-Business Marketing, Westfälische Wilhelms-Universität Münster, Münster, Germany. a.zerres@uva.nl
Abstract:
This study assesses longitudinal effects of different training designs on joint negotiation performance. In so doing, the study experimentally compares (a) bilateral training of both the seller and the buyer within a dyad with both (b) a no-training control condition and 2 conditions with unilateral training of either (c) the buyer or (d) the seller. Moreover, underlying psychological mechanisms of the training effect are assessed. Results of the study with 360 participants reveal a significant overall training effect on negotiation outcomes that remains stable over time. Consistent with our hypotheses, unilateral negotiation training is only effective if the trained party is the seller, and it fails if the trained party is the buyer. Additional mediation analyses reveal exchange of priority-related information as a causal mechanism underlying these effects.
Related Concept Videos
Relationship Formation
Persuasion Strategies
Robbers Cave
Couples Therapy
Core Principles and Techniques
Couples therapy often incorporates cognitive-behavioral principles to identify and modify negative...
Impact of Groups on Groups
Relationship Growth
