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- Title
When Less Is More: How Complexity Impacts Goal Setting, Judgment Accuracy, and Deals in Negotiation.
- Authors
Arnold, Josh A.; O'Connor, Kathleen M.
- Abstract
In two studies, we examine how objective complexity—in terms of numbers of negotiable issues—affects negotiators' aspirations, perceptions, actions, and ultimately, the quality of agreements they reach. We hypothesized and found that when negotiators had a greater number of issues to resolve, they were less ambitious for their own outcomes and developed less accurate insights into their partners' interests.
- Subjects
GOAL (Psychology)
- Publication
Psychological Reports, 2021, Vol 124, Issue 3, p1298
- ISSN
0033-2941
- Publication type
Article
- DOI
10.1177/0033294120925370