Ea. Mannix et al., NEGOTIATING OVER TIME - IMPEDIMENTS TO INTEGRATIVE SOLUTIONS, Organizational behavior and human decision processes, 62(3), 1995, pp. 241-251
Most negotiation relationships consist of interactions that occur acro
ss time. This paper explores the influence of two variables on the out
comes of such negotiations: the mobility of negotiators and the frame
of the short-term sacrifice required to reach long-term gain. Specific
ally, we focus on the integrativeness of agreements both within a stat
ic negotiating period as well as across several negotiations. Subjects
participated in an experiment that consisted of 10 similar negotiatio
ns across time, with two issues being addressed in each negotiation. T
he experiment was created to allow for the possibility of a moderately
advantageous integrative agreement within each static negotiation, as
well as a superior integrative agreement across negotiations. A highe
r level of negotiator mobility was predicted to decrease the integrati
veness of outcomes across negotiations. This prediction was supported.
The frame of the sacrifice required of subjects was predicted to affe
ct integrativeness both within as well as across negotiations, such th
at subjects would be less likely to sacrifice on an issue, or issues,
if it meant accepting a perceived loss rather than a reduced gain. Thi
s prediction was not supported. The results are discussed in terms of
their implications for managerial negotiation and decision making. (C)
1995 Academic Press, Inc.