DETERMINANTS OF COMPROMISING BEHAVIOR IN NEGOTIATION - A METAANALYSIS

Effects of nine variables on compromising behavior and time to resolut ion were evaluated by a meta-analysis of published bargaining experime nts reported over a 25-year period. The strongest effect sizes were ob tained for the variables of negotiator's orientation, prenegotiation e xperience, time pressure, and the initial distance between positions. The orientation effect was particularly strong when it was communicate d to bargainers by constituents or by the experimenter; the position d istance effect was stronger for cognitive than for interest conflicts. Significantly weaker effect sizes were shown for opponent's concessio n strategy, representation, and accountability. The weakest effects oc curred for the large versus small issues and visibility variables. The se results challenge the assertion that group representation is a key determinant of competitive behavior in bargaining. Strong pressures on representatives to be accountable to their constituents did not incre ase the size of the effects. Analyses of differences in procedures use d in the strongest and weakest effect size studies in each category su ggest a number of conditions under which bargainers are likely to be i ntransigent.