Regulatory Focus at The Bargaining Table : Promoting Distributive and Integrative Success  

Oleh:

Mussweiler, Thomas ; Galinsky, Adam D. ; Leonardelli, Geoffrey J. ; Okhuysen, Gerardo A.

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 31 no. 8 (Aug. 2005), page 1087-1098.
Topik: outcomes; regulatory focus; negotiations; social interaction; distributive outcomes; integrative outcomes
Fulltext: 1087.pdf (146.36KB)

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Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45.23 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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The authors demonstrate that in dyadic negotiations, negotiators with a promotion regulatory focus achieve superior outcomes than negotiators with prevention regulatory focus in two ways. First, a promotion focus leads negotiators to claim more resources at the bargaining table. In the first two studies, promotion - focused negotiators paid more attention to their target prices(i. e., their ideal outcomes) and achieved more advantageous distributive outcomes than did prevention - focused negotiators. The second study also reveals an important mediating process : Negotiators with a promotion focus made more extreme opening offers in their favor. Second, a promotion focus leads negotiators to create more resources at the bargaining table that benefit both parties. A third study demonstrated that in a multi - issue negotiation, a promotion focus increased the likelihood that a dyad achieved a jointly optimal or Pareto efficient outcome compared to prevention - focused dyads. The discussion focuses on the role of regulatory focus in social interaction and introduces the notion of interaction fit.

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