The impact of time pressure and information on negotiation process and decisions

The amount of time available to reach an agreement, information about a neg otiator's own position, and information about the opponent's position were manipulated in a simulated contract negotiation. As in decision making rese arch, time pressure in negotiation was expected to decrease response time a nd change response strategy. Information was expected to be an advantage to negotiators when clarifying their preferences but a disadvantage if inform ation about competing opponent interests was present. Results supported thi s expectation. Different patterns of concessions and in concessions and inc onsistencies were found under high and low time pressure and type of inform ation.