Negotiation Planning with a Self Versus Other Focus and Integrative Versus Distributive Tactics

33 Pages Posted: 5 Jun 2005 Last revised: 11 May 2008

See all articles by Kevyn Yong

Kevyn Yong

Cornell University, S.C. Johnson Graduate School of Management

Wendi L. Adair

University of Waterloo - Department of Psychology

Date Written: June 25, 2007

Abstract

The focus a negotiator adopts during planning affects both individual and joint outcomes. An experiment confirms that (a) individual outcomes are affected more by a planning focus on self versus other and, (b) joint outcomes depend more on a planning focus on distributive versus integrative tactics. Both effects are qualified by the opposing negotiator's planning focus. A self-focused planner attains higher individual outcomes, even more so when negotiating against an other-focused planner. Joint outcomes are largest when both negotiators' planning focuses on integrative tactics and smallest when both plan with a distributive tactics focus.

Keywords: negotiation, planning, perspective-taking, self-other focus, integrative-distributive tactics

Suggested Citation

Yong, Kevyn and Adair, Wendi L., Negotiation Planning with a Self Versus Other Focus and Integrative Versus Distributive Tactics (June 25, 2007). IACM 18th Annual Conference, Available at SSRN: https://ssrn.com/abstract=736285 or http://dx.doi.org/10.2139/ssrn.736285

Kevyn Yong (Contact Author)

Cornell University, S.C. Johnson Graduate School of Management ( email )

Ithaca, NY 14853
United States

Wendi L. Adair

University of Waterloo - Department of Psychology ( email )

200 University Avenue West
Waterloo, Ontario N2L 3G1
Canada
519-888-4567 ext. 38143 (Phone)
519-746-8631 (Fax)

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