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http://ssrn.com/abstract=1615245
 
 

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The Effects of Previous Negotiators’ Performance, Negotiation Self-Efficacy, Cognitive Style, and Goal Orientation on Negotiators’ Risk Taking


Tal Zarankin


Radford University

James A. Wall Jr.


University of Missouri at Columbia


IACM 23rd Annual Conference Paper

Abstract:     
While risk is an integral part of our lives, little is known about the factors that affect risk- taking behaviors in negotiations. To address this deficiency we designed an experiment to examine the effect of information about previous negotiators’ performance, negotiator self-efficacy, negotiator goal orientation, and negotiator cognitive style, upon negotiators’ risk-taking behaviors. We found that negotiators who were given information that past negotiators were roughly divided to two-those who achieved a high outcome and those who achieved a low outcome, took more risks that those who were given information that past negotiators achieved a moderate outcome. We also found that negotiators with lower negotiation self-efficacy, a performance-approach goal orientation, and an intuitive cognitive style, took more risks in the negotiation compared to other negotiators. We hope that this study gives direction for future research in this field that would help scholars to better understand what influences negotiators’ risk taking. The results may also assist negotiators in making better decisions about taking risks in negotiations.

Number of Pages in PDF File: 15

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Date posted: May 25, 2010  

Suggested Citation

Zarankin, Tal and Wall, James A., The Effects of Previous Negotiators’ Performance, Negotiation Self-Efficacy, Cognitive Style, and Goal Orientation on Negotiators’ Risk Taking. IACM 23rd Annual Conference Paper. Available at SSRN: http://ssrn.com/abstract=1615245 or http://dx.doi.org/10.2139/ssrn.1615245

Contact Information

Tal Zarankin (Contact Author)
Radford University ( email )
PO Box 6916
Radford, VA 24142
United States
James A. Wall Jr.
University of Missouri at Columbia ( email )
Middlebush B UMC
Columbia, MO 65211
United States
573-882-4561 (Phone)
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References:  21

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