The mind and heart (literally) of the negotiator: personality and contextual determinants of experiential reactions and economic outcomes in negotiation

The authors developed and tested a model proposing that negotiator personality interacts with the negotiation situation to influence negotiation processes and outcomes. In 2 studies, the authors found that negotiators high in agreeableness were best suited to integrative negotiations and that negotiators low in agreeableness were best suited to distributive negotiations. Consistent with this person-situation fit argument, in Study 1 the authors found that negotiators whose dispositions were a good fit to their negotiation context had higher levels of physiological (cardiac) arousal at the end of the negotiation compared with negotiators who were "misplaced" in situations inconsistent with their level of agreeableness, and this arousal was in turn related to increased economic outcomes. Study 2 replicated and extended the findings of Study 1, finding that person-situation fit was related to physiological (heart rate), psychological (positive affect), and behavioral activation (persistence) demonstrated during the negotiation, and these measures in turn were related to the economic outcomes achieved by participants.     

Alcohol self‐presentation: the role of impression motivation and impression construction

Two studies examined impression motivation (IM) and impression construction (IC) processes in college freshman alcohol use. In both studies, students completed individual difference measures related to IM and alcohol IC. In Study 1 (n = 232), participants were assigned to IM (low vs. high) and IC (alcohol vs. control) conditions and then created a personal profile. In Study 2 (n = 65), participants reported levels of IM and alcohol IC, and number of drinks during each evening's social interactions for 3 weeks. Situational alcohol IC was positively related to whether participants presented themselves as an alcohol user in their profile (Study 1) and in the amount they drank (Study 2). In Study 2, the association between IC and drinking was moderated by IM.     

Creating flexible work arrangements through idiosyncratic deals

A survey of 887 employees in a German government agency assessed the antecedents and consequences of idiosyncratic arrangements individual workers negotiated with their supervisors. Work arrangements promoting the individualization of employment conditions, such as part-time work and telecommuting, were positively related to the negotiation of idiosyncratic deals ("i-deals"). Worker personal initiative also had a positive effect on i-deal negotiation. Two types of i-deals were studied: flexibility in hours of work and developmental opportunities. Flexibility i-deals were negatively related and developmental i-deals positively related to work-family conflict and working unpaid overtime. Developmental i-deals were also positively related to increased performance expectations and affective organizational commitment, while flexibility i-deals were unrelated to either.     

The importance of who you meet: Effects of self- versus other-concerns among negotiators in the United States, the People’s Republic of China, and Japan

This study examines intracultural negotiation within three different cultures—the United States (US), the People’s Republic of China (PRC), and Japan. Within these cultures, we focus on the interactive effects of the self-concerns (operationalized as aspiration level) and other-concerns (operationalized as egoistic vs. prosocial motives) of negotiators in a dyadic setting (De Dreu, Weingart, & Kwon, 2000; Pruitt & Rubin, 1986). After allowing negotiators to set their own aspiration levels, we predicted that the positive effect on final individual profit of having a higher aspiration than one’s opponent would be stronger among negotiators with an egoistic social motive orientation. We also hypothesized that egoistic negotiators with higher aspiration levels than their opponents would achieve greater profit in the PRC and Japan, relative to their counterparts in the US. We argue that this effect is due to “who you meet” as a negotiation opponent—there is a higher probability of encountering an egoistic negotiation opponent in the US, but a higher probability of encountering a prosocial negotiation opponent in the PRC and Japan. Our results supported these hypotheses. Implications for the literatures on negotiation and cross-cultural research are discussed.     

Individuation,ego development and the quality of conflict negotiation in the family of adolescent girls

Individuation, ego development and family negotiation of conflict were studied in 27 Norwegian families with an adolescent daughter, 16–19 years, drawn from a larger sample to represent a rectangular distribution of ego development. Individuality and Connectedness (individuation) as conceptualized and scored by Condonet al. (1984) was modified and adapted to a Norwegian material. Four factors were extracted, one related to individuality (self-assertion and separateness) and two to connectedness (clarification and acceptance). Ego development, measured by the Washington University Sentence Completion Test (Loevinger & Wessler, 1970) was related to connectedness between mother and daughter and between father and daughter, but not to individuality. Maturity of conflict negotiation was positively related to connectedness between mother and daughter and negatively to individuality between father and daughter. It was argued that for women, individuality may not be a singular goal in ego development or in individuation and that self-other differentiation of identity and interests may develop within a close relationship and not only through separation.     

Proactive interference in working memory is related to adult age and cognitive factors: cross-sectional and longitudinal evidence from the Betula study

ABSTRACT

In working memory (WM), successful maintenance of information is affected by interference. Older adults may be especially susceptible to the effects of interference, which may cause age-related cognitive impairments. A relative score of IC was derived from cross-sectional (n = 869) and longitudinal (n = 443) data to investigate (1) if IC is reduced in normal aging, (2) if individual differences in IC related to individual performance in other cognitive domains, and (3) if 5-year change in IC is related to change in general cognition. Older age was associated with reduced IC, but no decline in IC occurred over 5 years. Also, the ability to control interference in WM was related to performance in episodic memory, verbal fluency, and block design. We also found that IC mediates the relationship between age and cognition, suggesting that age-related cognitive decline is linked to IC. Finally, we demonstrate that change in IC was related to decline in episodic memory.     

Network Hubs and Opportunity for Complex Thinking Among Young British Muslims

This study examines whether individuals in a network esteem peers who think in integratively complex ways about religious issues in the context of a small‐group educational course comprised of young British Muslims. Integrative complexity (IC) measures the degree to which an individual's information processing is characterized by (a) rigid, black‐and‐white thinking or (b) ability to recognize the validity of, and integrate, multiple perspectives. A novel measurement procedure was developed for this research called the Social Field Generator. Results from seven groups (n = 55) showed that (a) participants with levels of IC were described by their peers with more positive sentiment than their low‐IC counterparts; (b) the higher the IC scores of participants, the closer peers felt toward them; and (c) the highest IC individuals were consistently selected as sources of advice, whereas the lowest IC individuals were not viewed as sources of advice. This research shows that within an educational environment aimed at promoting complex thinking, group processes and grassroots religious leadership can encourage higher levels of IC as a group norm.     

Negotiating interests or values and reaching integrative agreements: the importance of time pressure and temporary impasses

Negotiation research and theory tends to focus on interests and ignores values. This experiment compared the influence of negotiations about interests with negotiations about values under low or high time pressure. Results showed that (1) individuals got locked into early impasses more often under low than high time pressure, (2) getting locked into early impasse produced a switch from low levels of integrative behaviour early in the negotiation to high levels late in the negotiation, but only when interests rather than values were negotiated, (3) individuals reached higher joint outcomes when interests rather than values were negotiated, especially when time pressure was low rather than high, because of (4) the relatively greater switch to high levels of integrative behaviour in the case of low time pressure and conflict of interest. Copyright © 2004 John Wiley & Sons, Ltd.     

Emotional Intelligence and the Identity Negotiation of a Racial Minority Group in a Majority School Context

This article describes the possible impact of emotional intelligence on identity negotiation of a racial minority group in a majority school context. The study investigated the adjustment and functioning of racial minority groups in majority school contexts, as well as the identity negotiation associated with it, and determined whether there is a correlation between the former and the Emotional Intelligence (EI) of the participants. Participants were 16 black and 21 white learners attending two schools where they were in the minority (mean age = 16.23 years; SD = 1.49 years). The learners attended Grades 9–12. Data were first organised, after which themes and patterns were identified, and the data appraised and categorised (Creswell, 2007), after which a comparison was drawn between the identified categories of existing knowledge. Findings suggest that racial integration in both high schools actually occurred in name only; most participants chose to mingle within their own racial groups and the black participants in particular were exposed to racism, discrimination and prejudice on a regular basis. Despite the necessary steps taken and implemented by government in order to oppose racism in the country and promote racial integration in schools, it seems that the consequences of apartheid remain for the foreseeable future.     

Intragroup effects on intergroup negotiation

The article is introduced by an analysis of how the effects of a negotiator's intragroup status (leader versus non-leader) on his negotiation performance (in particular, toughness) may be modified by such factors as the source of the status assignment (e.g., election versus imposition) and the presence and timing of position formation in the group. The accountability experienced by a negotiator vis à-vis his group is proposed as the central intervening variable mediating status effects on negotiation. In a series of (previously published) experiments, all using the same procedural paradigm — a prenegotiation, intragroup phase followed by intergroup negotiation among equal-status group delegates, the issues requiring a choice between higher and lower risk levels — some of the above variables and additional ones, were investigated. Overall, there was evidence of greater toughness among group-elected leaders (relative to non-leaders) and among subordinates (relative to imposed, ?dictatorial' leaders). The latter effect obtained only when the negotiators were being continuously monitored by, and had to consult, their respective group partners during the negotiations. Results concerning risky shift (enhancement of risk acceptance through the negotiation discussions) are considered in the light of relevant theory.     

Intimacy,communication, and aggressive behaviors: Variations by phases of romantic relationship development

This study examined how phases of romantic relationship development (honeymoon, defining, and established) were related to positive and negative relationship qualities. Participants (N = 136) completed self‐report measures. Results found significant differences between phases of romantic relationship development for all three positive relationship qualities, but each had a unique pattern of variation: (a) levels of intimacy had a linear increase across phases, (b) constructive communication strategies were higher in the established phase as compared with the earlier phases, and (c) negotiation was higher in both the defining and established phases as compared to the honeymoon phase. Results for negative relationships qualities found an inverted U‐shaped pattern for both destructive communication strategies and psychological aggression.     

The role of the psychologist in crisis/hostage negotiations

Over the past three decades, there has been a noted increase in hostage and barricade incidents involving perpetrators with a variety of emotional, economic, and political motives. A hostage incident may be defined as an incident in which (a) perpetrator(s) hold(s) one or more persons against their will in a location known to police. A barricade incident, on the other hand, is an incident without hostages in which a perpetrator is barricaded, also in a location known to police and refusing to surrender. Approximately 25 years ago, a theory of crisis/hostage negotiations was developed which has been continuously refined in field applications. This article will define the goal of crisis/hostage negotiation, review the history of hostage taking from biblical times to the present, review the utilization of psychologists and other mental health consultants by police crisis/hostage negotiation teams, and discuss the four roles and related functions of psychologists on crisis/hostage negotiation teams. © 1998 John Wiley & Sons, Ltd.     

Divorce mediation: the impact of mediation on the psychological well‐being of children and parents

This study evaluated levels of psychological distress experienced by children (aged 4–16) and parents at the beginning of and one month after mediation for child‐related disputes. In contrast to previous research, this study employed both child‐ and parent‐reports of child outcome. Mediation was associated with reductions in child‐reported, though not parent‐reported, child psychological distress and with reductions in parent‐reports of their own psychological distress. The negotiation of successful agreements in mediation was not related to improved psychological well‐being of family members. The difficulties encountered (i.e. small numbers, low response rate) render the results tentative. Implications of the findings for future research are discussed. Copyright © 1999 John Wiley & Sons, Ltd.     

Advancing validity of self‐efficacy in negotiation through focusing at the domain level

Although self‐efficacy can exist at multiple levels of specificity (e.g., general self‐efficacy, domain‐level self‐efficacy, and task‐specific self‐efficacy), the negotiation literature has not explicitly dealt with negotiation self‐efficacy at the domain level. We introduce the conceptual background for domain‐level negotiation self‐efficacy and – in two contrasting studies – demonstrate the construct's ability to predict objective negotiated outcomes. Interestingly, domain‐level negotiation self‐efficacy predicted negotiation outcomes while task‐specific negotiation self‐efficacy did not. Implications of this counter‐intuitive finding are discussed.     

Understanding optimal outcomes.

Using a simulated employment contract negotiation, this study examined the relationship between negotiation strategies and the quality of negotiated outcomes. A log‐linear analysis showed that the frequency and sequencing of strategies was systematically related to negotiation outcomes. Impasse negotiations were characterized by the frequent use of contention and sequences that paired similar (either cooperative or competitive) strategies. Settlement was associated with decreased contention and the use of sequences that paired dissimilar strategies. Increasing joint gain was linked to the introduction of priority information and conciliation as well as to changes in the pattern of information exchange: Reciprocal and indirect (positional) information exchange led to low joint gain, whereas reciprocal and direct (priority) information exchange led to high joint gain.     

Understanding emotional transitions: the interpersonal consequences of changing emotions in negotiations

Research on the interpersonal functions of emotions has focused primarily on steady-state emotion rather than on emotional transitions, the movement between emotion states. The authors examined the influence of emotional transitions on social interactions and found that emotional transitions led to consistently different outcomes than their corresponding steady-state emotions. Across 2 computer-mediated negotiations and a face-to-face negotiation, participants negotiating with partners who displayed a "becoming angry" (happy to angry) emotional transition accepted worse negotiation outcomes yet formed better relational impressions of their partners than participants negotiating with partners who displayed steady-state anger. This relationship was mediated through 2 mechanisms: attributional and emotional contagion processes. The "becoming happy" (angry to happy) emotional transition as compared with steady-state happiness was not significantly related to differences in negotiation outcomes but was significantly related to differences in relational impressions, where perceivers of the "becoming happy" emotional transition gave their partners lower relational impression ratings than perceivers of steady-state happiness.     

Getting to Best: Efficiency versus Optimality in Negotiation

Negotiation between two individuals is a common task that typically involves two goals: maximize individual outcomes and obtain an agreement. However, research on the simplest negotiation tasks demonstrates that although naive subjects can be induced to improve their performance, they are often no more likely to achieve fully optimal solutions. The present study tested the prediction that a decrease in a particular type of argumentative behavior, substantiation, would result in an increase in optimal agreements. As substantiation behaviors depend primarily on supplied content of the negotiation task, it was also predicted that substantiation behavior would be reduced by curtailing the content. A 2 × 2 experimental design was employed, where both negotiation tactics (list of tactics present versus absent) and negotiation task content (high versus low) were varied to determine the processes leading beyond solution improvement to solution optimality. Sixty‐one dyads engaged in a two‐party, four‐issue negotiation task. All negotiations were videotaped and analyzed. Although the list of negotiation tactics resulted in improved performance, only the content manipulation resulted in a significant increase in dyads achieving optimal solutions. Analyses of the coded protocols indicated that the key difference in achieving optimality was a reduction in persistent substantiation‐related operators (substantiation, along with single‐issue preferences and procedures) and an increase in a complex macro‐operator, multi‐issue offers that reduced the problem space, facilitating the search for optimality.     

Expectancy Disconfirmation and Negotiator Reactions Across Negotiation Episodes

In the negotiation literature, relatively little attention has been paid to the impact of negotiator goals and expectancy disconfirmations on negotiator behaviors and affective outcomes. We found that negotiators with larger negative expectancy disconfirmations were less satisfied; set lower targets for a subsequent negotiation; and were more likely to settle with the other party in the second negotiation, rather than requiring third-party imposition of a settlement. Those negotiators who settled had more positive feelings and perceptions about the negotiation and set higher targets for a third negotiation. Further, negotiators who experienced repeated high levels of negative expectancy disconfirmation also experienced the greatest decrements in their feelings and perceptions across negotiation episodes. Implications of study findings for future research are discussed.     

MEDIUM OF COMMUNICATION,DIFFERENTIAL POWER,AND PHASING OF CONCESSIONS: NEGOTIATING SUCCESS AND ATTRIBUTIONS TO THE OPPONENT1

The effect of three variables thought to be important to the negotiation process was investigated via an attributional analysis. Three different communication modes (audio, audio/video, face-to-face), three levels of power (high, equal, low), and three prior concession-phasing strategies (alternating, increasingly cooperative, decreasingly cooperative) were combined in a factorial design to determine their effect on negotiation outcomes and negotiator attributions. The data indicated that the communication and power variables were the most potent, with the face-to-face communication mode producing the best joint outcomes, followed by the audio/video and audio-only conditions. The various “prior” concession strategies had little effect on subsequent negotiation outcomes. Several significant internal/external attributions of locus of causality were found, as were significantly different impression ratings according to conditions.     

A Psychodynamic Perspective on the Negotiation of Prejudice Among Immigrant Women

The negotiation of prejudice among immigrant women has largely been unaddressed in the psychotherapy literature. In an increasingly pluralistic society, such as the United States, it is especially important to address needs of specific subgroups of women who experience racial and ethnic prejudice. Immigrant women are in a unique position to simultaneously encounter prejudice related to multiple aspects of social identity, such as gender, race, and ethnicity, contributing to feelings of marginalization. This article addresses the role of attachment related conflicts in immigrant women's negotiation of racial and ethnic stereotyping and discrimination, from a psychodynamic perspective. Implications of these conflicts for women's identity development are discussed. A clinical case vignette illustrates the complexity of addressing attachment and prejudice within and outside the therapeutic relationship.