NEGOTIATING OVER TIME - IMPEDIMENTS TO INTEGRATIVE SOLUTIONS

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.