Experience in integrative negotiations: What needs to be learned?

Simone Moran*, Ilana Ritov

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

34 Scopus citations

Abstract

In this research we focus on the roles of experience and understanding in fostering integrative negotiation performance. We report on two experiments in which we distinguish between understanding opponents' general priorities among issues versus understanding their specific gains for particular offers. Although experience enhanced integrative performance even in the absence of understanding, we found that understanding the specific gains had an incremental effect on performance. We conclude that while generally acknowledging opponents' interests is not sufficient, the additional inferential step of assessing their specific gains throughout the negotiation process is advantageous.

Original languageAmerican English
Pages (from-to)77-90
Number of pages14
JournalJournal of Experimental Social Psychology
Volume43
Issue number1
DOIs
StatePublished - Jan 2007

Bibliographical note

Funding Information:
This research was supported by the Israel Science Foundation (Grant No. 774/03).

Keywords

  • Experience
  • Learning
  • Negotiations
  • Perspective taking

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