| Regulatory focus at the bargaining table: promoting distributive and integrative success. | |
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MedLine Citation:
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PMID: 16000269 Owner: NLM Status: MEDLINE |
Abstract/OtherAbstract:
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The authors demonstrate that in dyadic negotiations, negotiators with a promotion regulatory focus achieve superior outcomes than negotiators with prevention regulatory focus in two ways. First, a promotion focus leads negotiators to claim more resources at the bargaining table. In the first two studies, promotion-focused negotiators paid more attention to their target prices(i.e., their ideal outcomes) and achieved more advantageous distributive outcomes than did prevention-focused negotiators. The second study also reveals an important mediating process: Negotiators with a promotion focus made more extreme opening offers in their favor. Second, a promotion focus leads negotiators to create more resources at the bargaining table that benefit both parties. A third study demonstrated that in a multi-issue negotiation, a promotion focus increased the likelihood that a dyad achieved a jointly optimal or Pareto efficient outcome compared to prevention-focused dyads. The discussion focuses on the role of regulatory focus in social interaction and introduces the notion of interaction fit. |
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Authors:
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Adam D Galinsky; Geoffrey J Leonardelli; Gerardo A Okhuysen; Thomas Mussweiler |
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Publication Detail:
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Type: Journal Article |
Journal Detail:
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Title: Personality & social psychology bulletin Volume: 31 ISSN: 0146-1672 ISO Abbreviation: Pers Soc Psychol Bull Publication Date: 2005 Aug |
Date Detail:
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Created Date: 2005-07-07 Completed Date: 2005-12-13 Revised Date: 2011-02-10 |
Medline Journal Info:
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Nlm Unique ID: 7809042 Medline TA: Pers Soc Psychol Bull Country: United States |
Other Details:
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Languages: eng Pagination: 1087-98 Citation Subset: IM |
Affiliation:
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Department of Management and Organizations, Kellog School of Management, Northwestern University, Evanston, IL 60208, USA. agalinsky@northwestern.edu |
Export Citation:
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| MeSH Terms | |
Descriptor/Qualifier:
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Achievement* Adult Female Humans Interpersonal Relations* Male Negotiating* |
From MEDLINE®/PubMed®, a database of the U.S. National Library of Medicine
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