Procedural Frames in Negotiations: How Offering My Resources Versus Requesting Yours Impacts Perception, Behavior, and Outcomes

Although abundant negotiation research has examined outcome frames, little is known about the procedural framing of negotiation proposals (i.e., offering my vs. requesting your resources). In a series of 8 experiments, we tested the prediction that negotiators would show a stronger concession aversi...

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Bibliographic Details
Published in:Journal of personality and social psychology 2015-03, Vol.108 (3), p.417-435
Main Authors: Trötschel, Roman, Loschelder, David D, Höhne, Benjamin P, Majer, Johann M
Format: Article
Language:English
Subjects:
Aversion
Bargaining
Child
Children
Experimental psychology
Experiments
Female
Framing Effects
Human
Humans
Interpersonal Relations
Male
Negotiating - psychology
Negotiation
Negotiations
Perceptions
Primary schools
Pupils
Social Behavior
Social Perception
Social psychology
Values
Vendor supplier relations
Young Adult
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Summary:Although abundant negotiation research has examined outcome frames, little is known about the procedural framing of negotiation proposals (i.e., offering my vs. requesting your resources). In a series of 8 experiments, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their own resource, rather than the counterpart's, is the accentuated reference resource in a transaction. First, senders of proposals revealed a stronger concession aversion when they offered their own rather than requested the counterpart's resources-both in buyer-seller (Experiment 1a) and in classic transaction negotiations (Experiment 2a). Expectedly, this effect reversed for recipients: When receiving requests rather than offers, recipients experienced a stronger concession aversion in buyer-seller (Experiment 1b) and transaction negotiations (Experiment 2b). Experiments 3−5 investigated procedural frames in the interactive process of negotiations-with elementary schoolchildren (Experiment 3), in a buyer-seller context (Experiments 4a and 4b), and in a computer-mediated transaction negotiation void of buyer and seller roles (Experiment 5). In summary, 8 experiments showed that negotiators are more concession averse and claim more individual value when negotiation proposals are framed to highlight their own rather than the counterpart's resources.
ISSN:0022-3514
1939-1315
DOI:10.1037/pspi0000009