Experience in integrative negotiations: What needs to be learned?

Simone Moran, Ilana Ritov

Research output: Contribution to journalArticlepeer-review

31 Scopus citations

Abstract

In this research we focus on the roles of experience and understanding in fostering integrative negotiation performance. We report on two experiments in which we distinguish between understanding opponents' general priorities among issues versus understanding their specific gains for particular offers. Although experience enhanced integrative performance even in the absence of understanding, we found that understanding the specific gains had an incremental effect on performance. We conclude that while generally acknowledging opponents' interests is not sufficient, the additional inferential step of assessing their specific gains throughout the negotiation process is advantageous.

Original languageEnglish
Pages (from-to)77-90
Number of pages14
JournalJournal of Experimental Social Psychology
Volume43
Issue number1
DOIs
StatePublished - 1 Jan 2007

Keywords

  • Experience
  • Learning
  • Negotiations
  • Perspective taking

ASJC Scopus subject areas

  • Social Psychology
  • Sociology and Political Science

Fingerprint

Dive into the research topics of 'Experience in integrative negotiations: What needs to be learned?'. Together they form a unique fingerprint.

Cite this