From Self-Prediction to Self-Defeat: The Effect of Expecting a Competitive Opponent on Negotiator Predictions, Behaviors, and Outcomes

30 Pages Posted: 16 Sep 2002

See all articles by Kristina A. Diekmann

Kristina A. Diekmann

University of Utah - Department of Management

Ann E. Tenbrunsel

University of Notre Dame - Department of Management & Administration Sciences

Adam D. Galinsky

Columbia Business School - Management

Abstract

This paper examines the effect of negotiators' expectations of their opponents' competitiveness on negotiators' predictions of their own behavior, their actual behaviors, and their negotiated outcomes. Study 1 examined negotiators' predictions of how they would react when faced with a very competitive versus a not competitive opponent and found that negotiators believed they would become more competitive, less cooperative, and less likely to make concessions when negotiating with a very competitive opponent. Studies 2 and 3 examined actual behaviors during a negotiation and found that negotiators who expected very competitive opponents actually became less competitive, as evidenced by setting lower, less aggressive reservation prices and agreeing to lower negotiated outcomes. Study 3 further revealed that own reservation price mediated the relationship between competitive expectations and negotiated outcomes. Finally, Study 4 examined more naturally occurring expectations in a negotiation and found that expectations of greater competitiveness were associated with lower negotiated outcomes.

Keywords: Expectations, negotiations, self-defeating

Suggested Citation

Diekmann, Kristina A. and Tenbrunsel, Ann E. and Galinsky, Adam D., From Self-Prediction to Self-Defeat: The Effect of Expecting a Competitive Opponent on Negotiator Predictions, Behaviors, and Outcomes. AoM Conflict Management Division 2002 Mtgs. No. 12776. Available at SSRN: https://ssrn.com/abstract=321447 or http://dx.doi.org/10.2139/ssrn.321447

Kristina A. Diekmann (Contact Author)

University of Utah - Department of Management ( email )

1645 E Campus Center Dr
Salt Lake City, UT 84112
United States
801-581-8524 (Phone)
801-581-7214 (Fax)

Ann E. Tenbrunsel

University of Notre Dame - Department of Management & Administration Sciences ( email )

Notre Dame, IN 46556-0399
United States
219-631-7402 (Phone)

Adam D. Galinsky

Columbia Business School - Management ( email )

3022 Broadway
New York, NY 10027
United States

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