Agreement Attraction and Impasse Aversion: Reasons for Selecting a Poor Deal Over No Deal at All

29 Pages Posted: 15 Feb 2016

See all articles by Ece Tuncel

Ece Tuncel

Webster University

Alexandra Mislin

American University - Kogod School of Business

Selin Kesebir

London Business School

Robin Pinkley

Southern Methodist University (SMU) - Management and Organizations Department

Date Written: February 15, 2016

Abstract

In the present studies, we examined the positive value of agreement and the negative value of impasse. Participants chose to give up real value and sacrifice economic efficiency in order to attain an agreement outcome and avoid an impasse outcome. A personally disadvantageous option was selected significantly more often when it was labeled “Agreement” rather than “Option A,” and a personally advantageous option was avoided significantly more often when it was labeled “Impasse” rather than “Option B.” In a face-to-face negotiation, a substantial proportion of individuals reached an agreement that was inferior to their best alternative to agreement. We showed that the appeal of agreement and the aversion to impasse both contribute to this effect, yet the aversion to impasse is the stronger of the two motivations. These findings have important implications for negotiators.

Keywords: agreement, impasse, cooperation, negotiation, allocation task

Suggested Citation

Tuncel, Ece and Mislin, Alexandra and Kesebir, Selin and Pinkley, Robin, Agreement Attraction and Impasse Aversion: Reasons for Selecting a Poor Deal Over No Deal at All (February 15, 2016). Psychological Science, Forthcoming. Available at SSRN: https://ssrn.com/abstract=2732539

Ece Tuncel (Contact Author)

Webster University ( email )

470 E. Lockwood Ave.
St. Louis, MO 63119
United States

Alexandra Mislin

American University - Kogod School of Business ( email )

4400 Massachusetts Avenue NW
Washington, DC 20816-8044
United States

Selin Kesebir

London Business School ( email )

Regent's Park
NW1 4SA
London
United Kingdom

HOME PAGE: http://people.virginia.edu/~sk8dm

Robin Pinkley

Southern Methodist University (SMU) - Management and Organizations Department ( email )

United States

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