On the seizing and freezing of negotiator inferences: Need for cognitive closure moderates the use of heuristics in negotiation

The relationship between dispositional need for cognitive closure (NFC) and the use of heuristics in negotiation was investigated. In Study 1 (N = 147 ), negotiators with high NFC were more influenced by focal points when sett ing limits and making concessions than were negotiators with low NFC. In St udy 2 (N = 74), negotiators with high NFC were more influenced by stereotyp ic information when making concessions than were negotiators with low NFC. Study 3 examined whether results could be attributed to a correlation betwe en NFC and social value orientation-the dispositional tendency to approach the negotation in a prosocial or more selfish way. In three different sampl es, no such relationship was found. The use of heuristics in negotiation is moderated by need for cognitive closure, and this effect is most likely du e to the fact that negotiators with low need for closure are less likely to seize and freeze on information.