Promoting Negotiator Success: The Role of Regulatory Focus in the Distribution and Efficiency of Negotiated Outcomes

40 Pages Posted: 10 Oct 2004

See all articles by Adam D. Galinsky

Adam D. Galinsky

Columbia University - Columbia Business School, Management

Geoffrey J. Leonardelli

University of Toronto - Rotman School of Management; University of Toronto - Department of Psychology

Gerardo Okhuysen

University of Utah - David Eccles School of Business

Thomas Mussweiler

University of Cologne

Abstract

In three studies, the authors demonstrate that a promotion regulatory focus leads to greater distributive and integrative negotiated outcomes than a prevention regulatory focus. In Study 1, correlational evidence demonstrates that individuals with a greater promotion focus tend to give more attention to their target prices and ultimately achieve better distributive outcomes. In Study 2, negotiators primed with a promotion focus paid more attention to their target prices, made more aggressive opening offers, and achieved better distributive outcomes than those primed with a prevention focus. In addition, the aggressiveness of opening offers mediated the association between regulatory focus and the distribution of outcomes. Study 3 demonstrated that in a negotiation with integrative issues a promotion focus led negotiators to be more likely to achieve a Pareto efficient outcome.

Keywords: Regulatory Focus, Negotiations

JEL Classification: D74

Suggested Citation

Galinsky, Adam D. and Leonardelli, Geoffrey J. and Okhuysen, Gerardo and Mussweiler, Thomas, Promoting Negotiator Success: The Role of Regulatory Focus in the Distribution and Efficiency of Negotiated Outcomes. Available at SSRN: https://ssrn.com/abstract=602762 or http://dx.doi.org/10.2139/ssrn.602762

Adam D. Galinsky (Contact Author)

Columbia University - Columbia Business School, Management ( email )

3022 Broadway
New York, NY 10027
United States

Geoffrey J. Leonardelli

University of Toronto - Rotman School of Management ( email )

105 St. George Street
Toronto, Ontario M5S 3E6 M5S1S4
Canada
1-416-946-0731 (Phone)

HOME PAGE: http://www.rotman.utoronto.ca/FacultyAndResearch/Faculty/FacultyBios/Leonardelli.aspx

University of Toronto - Department of Psychology ( email )

105 St. George Street
Toronto, Ontario M5S 3E6 M5S1S4
Canada
1-416-946-0731 (Phone)

HOME PAGE: http://www.rotman.utoronto.ca/FacultyAndResearch/Faculty/FacultyBios/Leonardelli.aspx

Gerardo Okhuysen

University of Utah - David Eccles School of Business ( email )

1645 E Campus Center Dr
Salt Lake City, UT 84112-9303
United States

Thomas Mussweiler

University of Cologne ( email )

Albertus-Magnus-Platz
Cologne, 50923
Germany

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