The Matter of Constituents' Behavior when Negotiating Through Agents: an Empirical Investigation

14 Pages Posted: 25 May 2005

See all articles by Ray Friedman

Ray Friedman

Vanderbilt University - Organizational Behavior

Nathan Goates

Independent

Date Written: February 16, 2005

Abstract

While many scholars have discussed the role of agents in negotiation, the matter of principle (constituent) behavior in broker-mediated negotiations versus principle behavior in principle-to-principle negotiations has gone unstudied. We suggest that agents create a social distance between principles that inhibits cooperative behavior between principles. We therefore predict that principles who negotiate through agents will have higher outcome expectations, make less concessions, and offer fewer creative ideas for settlement than will principles who negotiate directly. We then describe an experiment intended to test our predictions, but cannot yet report results. (Results for this and related follow-up experiments will be available in time for the IACM 2005 annual meeting.)

Keywords: Agent, constituent, negotiation

Suggested Citation

Friedman, Raymond A. and Goates, Nathan, The Matter of Constituents' Behavior when Negotiating Through Agents: an Empirical Investigation (February 16, 2005). IACM 18th Annual Conference, Available at SSRN: https://ssrn.com/abstract=728445 or http://dx.doi.org/10.2139/ssrn.728445

Raymond A. Friedman (Contact Author)

Vanderbilt University - Organizational Behavior ( email )

401 21st Avenue South
Nashville, TN 37203
United States
615-322-3992 (Phone)
615-343-7177 (Fax)

HOME PAGE: http://mba.vanderbilt.edu/faculty/rfriedman.cfm

Nathan Goates

Independent

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