Experience in Integrative Negotiations: What Needs to Be Learned?

59 Pages Posted: 2 Aug 2005

See all articles by Simone Moran

Simone Moran

Ben-Gurion University of the Negev - Department of Management

Ilana Ritov

Hebrew University of Jerusalem - School of Education

Date Written: February 2005

Abstract

Focusing on the roles of experience and understanding in fostering integrative negotiation performance, we report two experiments in which we particularly distinguish between understanding opponents' general priorities among issues versus understanding their specific gains for particular offers. Although experience enhanced integrative performance even in the absence of understanding, we found that understanding the specific gains had an incremental effect. We conclude that while generally acknowledging opponents' interests is not sufficient, the additional inferential step of assessing their specific gains throughout the negotiation process is advantageous.

Keywords: negotiations, experience, learning , perspective taking, information

Suggested Citation

Moran, Simone and Ritov, Ilana, Experience in Integrative Negotiations: What Needs to Be Learned? (February 2005). Available at SSRN: https://ssrn.com/abstract=753384 or http://dx.doi.org/10.2139/ssrn.753384

Simone Moran (Contact Author)

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

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

Ilana Ritov

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

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