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- Title
It's a Bet! A Problem-Solving Approach Promotes the Construction of Contingent Agreements.
- Authors
Kray, Laura J.; Thompson, Leigh; Lind, E. Allan
- Abstract
Negotiators often have different expectations about the future. A contingent agreement, or a bet that makes the ultimate outcome dependent on some future event, builds on negotiators' differences. The authors argue that a problem-solving approach, in which negotiators thorougly explore options to build on their differences, is most likely to construct contingent agreements. The authors explore two factors expected to influence this problem-solving approach, namely, negotiators ` relational and account- ability concerns. The authors argue when these considerations are imbalanced, negotiators are less likely to adopt a problem-solving style and construct a contingent agreement. To test this hypothesis, negotiators `relationships and accountability pressures were manipulated in two experiments. In Experiment 1, participants engaged in an integrative negotiation, allowing the authors to examine whether a contingent agreement was constructed and joint gain. Experiment 2 sought to replicate and extend the findings of Experiment 1 using a scenario study. Results across the two experiments support the authors' hypotheses.
- Subjects
PROBLEM solving; HYPOTHESIS; SENSORY perception; PERSONALITY; BEHAVIOR; SOCIAL psychology
- Publication
Personality & Social Psychology Bulletin, 2005, Vol 31, Issue 8, p1039
- ISSN
0146-1672
- Publication type
Article
- DOI
10.1177/0146167204274099