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Procedural frames in negotiations: how offering my resources versus requesting yours impacts perception, behavior,
Roman Trötschel1, David D Loschelder2, Benjamin P Höhne1
1Department of Social and Organizational Psychology, Leuphana University.
Journal of Personality and Social Psychology
|March 10, 2015
Summary
Negotiators feel more reluctant to concede and achieve better outcomes when proposals emphasize their own resources. Framing negotiation offers around your resources, rather than the counterpart
Area of Science:
- Social Psychology
- Behavioral Economics
- Negotiation Research
Background:
- Extensive research exists on outcome framing in negotiations.
- Limited understanding of procedural framing, specifically the impact of emphasizing one's own versus the counterpart's resources.
- Procedural framing influences negotiator behavior and outcomes.
Purpose of the Study:
- To investigate the effect of procedural framing on concession aversion and individual outcomes in negotiations.
- To test the hypothesis that highlighting one's own resources leads to stronger concession aversion and better outcomes.
Main Methods:
- Conducted 8 experiments involving various negotiation contexts (buyer-seller, transaction, computer-mediated).
- Manipulated procedural frames by varying whether proposals emphasized offering own resources or requesting counterpart's resources.
- Measured concession aversion and individual negotiation outcomes.
Main Results:
- Proposal senders exhibited greater concession aversion when offering their own resources compared to requesting the counterpart's.
- Proposal recipients showed increased concession aversion when receiving requests versus offers.
- Negotiators claimed more individual value when proposals were framed to highlight their own resources.
Conclusions:
- Procedural framing significantly impacts negotiation dynamics and outcomes.
- Emphasizing one's own resources in negotiation proposals enhances concession aversion and individual value claim.
- Findings have implications for negotiation strategy and training.
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