Missed Opportunity for Creating Value in Negotiations: Reluctance to Making Integrative Gambit Offers

39 Pages Posted: 5 Jun 2005

See all articles by Ilana Ritov

Ilana Ritov

Hebrew University of Jerusalem - School of Education

Simone Moran

Ben-Gurion University of the Negev - Department of Management

Abstract

In the present study we address a multi-issue negotiation agenda, where several issues are under consideration, and parties have different priorities among these issues. We suggest that in such agendas, loss aversion and within issue anchoring may constrain the configuration of offers that parties propose to each other during the course of negotiation. We specifically focus on offers in which negotiators self propose to give the other party more than was demanded on one of the issues, while still maintaining or improving their overall value. We term such offers Integrative Gambit Offers (IGOs) and show that although making such offers improves integrative negotiation outcome, the frequency of making them is relatively low, and does not increase as negotiators gain experience with the task.

Keywords: loss aversion, negotiation, decision-making, cognitive bias, anchoring, creative thinking

Suggested Citation

Ritov, Ilana and Moran, Simone, Missed Opportunity for Creating Value in Negotiations: Reluctance to Making Integrative Gambit Offers . IACM 18TH Annual Conference IACM 18TH Annual Conference. Available at SSRN: https://ssrn.com/abstract=736183 or http://dx.doi.org/10.2139/ssrn.736183

Ilana Ritov (Contact Author)

Hebrew University of Jerusalem - School of Education ( email )

Mt. Scopus
Jerusalem, 91905
Israel
+972 2 652 9929 (Phone)

HOME PAGE: http://pluto.huji.ac.il/~msiritov/ilana_ritov.htm

Simone Moran

Ben-Gurion University of the Negev - Department of Management ( email )

Beer-Sheva 84105
Israel
+972 8 647 9802 (Phone)
+972 8 647 7697 (Fax)

Register to save articles to
your library

Register

Paper statistics

Downloads
91
Abstract Views
1,082
rank
39,201
PlumX Metrics