Negotiation Planning with a Self Versus Other Focus and Integrative Versus Distributive Tactics
33 Pages Posted: 5 Jun 2005 Last revised: 11 May 2008
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: Suggested Citation