The framing of negotiations: Contextual versus task frames |
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| Affiliation: | 1. Division of Marketing and International Business, and Institute on Asian Consumer Insight, Nanyang Business School, Nanyang Technological University, 50 Nanyang Ave Blk S3, Singapore 639798, Singapore;2. Division of Strategy, Management, and Organization, Culture Science Institute, and Institute on Asian Consumer Insight, Nanyang Business School, Nanyang Technological University, 50 Nanyang Ave Blk S3, Singapore 639798, Singapore;3. Leeds University Business School, University of Leeds, Leeds LS2 9JT, UK;1. Desautels Faculty of Management, McGill University, 1001 Sherbrooke Street West, Montreal, QC H3A 1G5, Canada;2. College of Business Administration, Konkuk University, 120 NeungDong-Ro, Gwangjin-Gu, Seoul 143-701, South Korea;3. University of Nevada Reno, 1664 N. Virginia St., Reno, NV 89557, USA;1. Department of Organization and Human Resources, Business School, Renmin University of China, 59 Zhongguancun Street, Haidian District, Beijing 100872, China;2. Centre for Transformative Work Design, Future of Work Institute, Curtin University, GPO Box U1987, Perth, WA 6845, Australia;3. Central University of Finance and Economics, 39 South College Road, Haidian District, Beijing 100081, China;4. Nanyang Business School, Nanyang Technological University, 50 Nanyang Ave S3-01C-76, Singapore 639798, Singapore |
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| Abstract: | The purpose of this paper was to examine sources of the framing bias. While previous research has focused on task-responsive (experimentally manipulated) frames, it was argued that the context of the task may also frame the decision. Citing previous empirical studies which illustrated that buyers systematically outperformed sellers in symmetrical, negotiation simulations, it was suggested that the role of a participant may influence performance, independent of the task-characteristic demands. A study was conducted using an economically symmetrical negotiation simulation. Results indicated that negotiators positively framed by task characteristics completed more transactions, independent of the presence or absence of role-relevant information. When role-relevant information was absent, negotiators negatively framed by task characteristics completed transactions of greater mean value. When role-relevant information was present, buyers completed transactions of greater mean value than sellers, while task characteristics had no effect on mean transaction value. Implications of these results and directions for continued study were discussed. |
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