Document Detail


Regulatory focus at the bargaining table: promoting distributive and integrative success.
MedLine Citation:
PMID:  16000269     Owner:  NLM     Status:  MEDLINE    
Abstract/OtherAbstract:
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.
Authors:
Adam D Galinsky; Geoffrey J Leonardelli; Gerardo A Okhuysen; Thomas Mussweiler
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Publication Detail:
Type:  Journal Article    
Journal Detail:
Title:  Personality & social psychology bulletin     Volume:  31     ISSN:  0146-1672     ISO Abbreviation:  Pers Soc Psychol Bull     Publication Date:  2005 Aug 
Date Detail:
Created Date:  2005-07-07     Completed Date:  2005-12-13     Revised Date:  2011-02-10    
Medline Journal Info:
Nlm Unique ID:  7809042     Medline TA:  Pers Soc Psychol Bull     Country:  United States    
Other Details:
Languages:  eng     Pagination:  1087-98     Citation Subset:  IM    
Affiliation:
Department of Management and Organizations, Kellog School of Management, Northwestern University, Evanston, IL 60208, USA. agalinsky@northwestern.edu
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MeSH Terms
Descriptor/Qualifier:
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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