Interpretive Filters: Social Cognition and the Impact of Turning Points in Negotiation

34 Pages Posted: 10 Nov 2008

See all articles by Daniel Druckman

Daniel Druckman

George Mason University - Department of Public & International Affairs

Mara Olekalns

University of Melbourne - Melbourne Business School

Philip Smith

University of Melbourne - Department of Psychology

Date Written: November 9, 2008

Abstract

A number of studies have shown that certain events that occur during a negotiation can alter its course. Referred to as turning points, these events are precipitated by actions taken either outside or inside the talks, having consequences for outcomes. This article reports the results of two experiments designed to examine the impacts of both types of precipitating actions. Focusing on external actions, the first experiment showed that crises - as opposed to breakthroughs - produced more agreements in the context of positive social climates (high trust, low power). Fewer agreements were achieved in negative social climates (low trust, high power). Focusing on internal actions, the second experiment showed that more cooperative precipitants (factors inducing change) were identified in positive social climates. Outcomes were also influenced by the climate: Positive climates - high trust, cooperate orientations - resulted in more agreements. In both experiments, the social climate mediated the effects of precipitating factors on negotiation outcomes. Perceptions of trust and power filter the way negotiators interpret actions that occur outside or are taken inside a negotiation, leading to agreements or impasses.

Suggested Citation

Druckman, Daniel and Olekalns, Mara and Smith, Philip L., Interpretive Filters: Social Cognition and the Impact of Turning Points in Negotiation (November 9, 2008). IACM 21st Annual Conference Paper . Available at SSRN: https://ssrn.com/abstract=1298626 or http://dx.doi.org/10.2139/ssrn.1298626

Daniel Druckman (Contact Author)

George Mason University - Department of Public & International Affairs ( email )

4400 University Drive
Fairfax, VA 22030
United States
703-993-1400 (Phone)

Mara Olekalns

University of Melbourne - Melbourne Business School ( email )

200 Leicester Street
Carlton, Victoria 3053 3186
Australia
+61 3 9349 8146 (Phone)
+61 3 9349 8133 (Fax)

Philip L. Smith

University of Melbourne - Department of Psychology ( email )

School of Behavioural Science
Victoria 3010
Australia
+61 3 8344 6343 (Phone)

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