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http://ssrn.com/abstract=735184
 
 

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Recasting Goal Setting in Negotiation: A Regulatory Focus Perspective


Kelly A. Piasentin


University of Calgary - Department of Psychology

Jonas W. Shultz


University of Calgary - Department of Psychology

Chelsea R. Willness


University of Calgary - Department of Psychology

Neil E. Fassina


University of Manitoba - Department of Business Administration

Krista L. Uggerslev


University of Manitoba - Department of Business Administration

June 1, 2005

IACM 18th Annual Conference

Abstract:     
Success in negotiations is largely a function of negotiators' goals. Nevertheless, little research has addressed how negotiators set their own goals. This paper proposes that negotiators' goal setting processes and success in negotiations is influenced, at least in part, by their regulatory foci. Regulatory focus theory (Higgins, 1997, 1998) posits that human behavior is guided by two distinct motivational systems: the desire to attain positive outcomes (promotion), and the desire to avoid negative outcomes (prevention). The potential influence of negotiators' regulatory foci on the type and difficulty of targets, the choice of negotiation strategy, negotiated outcomes, and negotiators' perceptions of success are reviewed and summarized in testable propositions. Implications for negotiation theory and practice are discussed along with recommendations for future research.

Number of Pages in PDF File: 29

Keywords: Negotiation, regulatory focus, strategic preferences

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Date posted: June 6, 2005  

Suggested Citation

Piasentin, Kelly A. and Shultz, Jonas W. and Willness, Chelsea R. and Fassina, Neil E. and Uggerslev, Krista L., Recasting Goal Setting in Negotiation: A Regulatory Focus Perspective (June 1, 2005). IACM 18th Annual Conference. Available at SSRN: http://ssrn.com/abstract=735184 or http://dx.doi.org/10.2139/ssrn.735184

Contact Information

Kelly A. Piasentin
University of Calgary - Department of Psychology ( email )
Calgary, Alberta
Canada
Jonas W. Shultz
University of Calgary - Department of Psychology ( email )
Calgary, Alberta
Canada
Chelsea R. Willness
University of Calgary - Department of Psychology ( email )
Calgary, Alberta
Canada
Neil E. Fassina (Contact Author)
University of Manitoba - Department of Business Administration ( email )
Winnipeg, Manitoba R3T 5V4
Canada
Krista L. Uggerslev
University of Manitoba - Department of Business Administration ( email )
Winnipeg, Manitoba R3T 5V4
Canada
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