Feeling Right or Being Right: When Strong Assessment Yields Strong Correction

Abstract

Negotiators in regulatory fit report feeling right about an upcoming negotiation more than those in non-fit, and this intensifies their responses to negotiation preparation (Appelt, Zou, Arora, & Higgins, 2009). High assessors emphasize critical evaluation and being right (Higgins, Kruglanski, & Pierro, 2003). This emphasis should motivate them to engage in correction processes when they only feel right - so strongly as to produce elimination, and perhaps even overcorrection, of the fit effects found previously. We found that low assessors replicated regulatory fit effects on negotiation preparation measures of anticipated performance and perceived assessment competence. For high assessors, however, these fit effects were eliminated and even reversed to some extent. This is consistent with the prediction that high assessors correct because they want to be right, and not just feel right, and correcting can result in overcorrection. Implications for understanding the trade-offs of a strong assessment orientation are discussed.

Keywords: Negotiation, Regulatory Fit, Assessment, Correction, Regulatory Focus, Negotiator Role, Regulatory Mode