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Recasting Goal Setting in Negotiation: A Regulatory Focus Perspective

29 Pages Posted: 6 Jun 2005  

Kelly A. Piasentin

University of Calgary - Department of Psychology

Jonas W. Shultz

University of Calgary - Department of Psychology

Chelsea R. Willness

University of Calgary - Department of Psychology

Neil E. Fassina

University of Manitoba - Department of Business Administration

Krista L. Uggerslev

University of Manitoba - Department of Business Administration

Date Written: June 1, 2005

Abstract

Success in negotiations is largely a function of negotiators' goals. Nevertheless, little research has addressed how negotiators set their own goals. This paper proposes that negotiators' goal setting processes and success in negotiations is influenced, at least in part, by their regulatory foci. Regulatory focus theory (Higgins, 1997, 1998) posits that human behavior is guided by two distinct motivational systems: the desire to attain positive outcomes (promotion), and the desire to avoid negative outcomes (prevention). The potential influence of negotiators' regulatory foci on the type and difficulty of targets, the choice of negotiation strategy, negotiated outcomes, and negotiators' perceptions of success are reviewed and summarized in testable propositions. Implications for negotiation theory and practice are discussed along with recommendations for future research.

Keywords: Negotiation, regulatory focus, strategic preferences

Suggested Citation

Piasentin, Kelly A. and Shultz, Jonas W. and Willness, Chelsea R. and Fassina, Neil E. and Uggerslev, Krista L., Recasting Goal Setting in Negotiation: A Regulatory Focus Perspective (June 1, 2005). IACM 18th Annual Conference. Available at SSRN: https://ssrn.com/abstract=735184 or http://dx.doi.org/10.2139/ssrn.735184

Kelly A. Piasentin

University of Calgary - Department of Psychology ( email )

Calgary, Alberta
Canada

Jonas W. Shultz

University of Calgary - Department of Psychology ( email )

Calgary, Alberta
Canada

Chelsea R. Willness

University of Calgary - Department of Psychology ( email )

Calgary, Alberta
Canada

Neil E. Fassina (Contact Author)

University of Manitoba - Department of Business Administration ( email )

Winnipeg, Manitoba R3T 5V4
Canada

Krista L. Uggerslev

University of Manitoba - Department of Business Administration ( email )

Winnipeg, Manitoba R3T 5V4
Canada

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