Negotiator Preference Change: Motivational vs. Informational Mechanisms for Dynamic Valuation

Abstract

Results from previous research suggest that individuals change their preferences during negotiations (J. R. Curhan, M. A. Neale, & L. Ross, forthcoming). Consistent with dissonance and self-perception theories, negotiators enhance their valuation of offers they make. Consistent with reactance theory and rational inference, negotiators devalue offers they receive. Each of these dynamic valuation processes could be explained by informational mechanisms alone, or additionally by motivational mechanisms. The present investigation examines negotiator preference change in a context where informational mechanisms can be controlled for, and hence motivational mechanisms could be measured independently. Results of this investigation will potentially have important implications for theory and practice.

Keywords: Negotiation, Preference Changes, Self-perception, Dissonance, Reactance, Reactive Devaluation