After the fall: Regulatory focus, trust and negotiators’ responses to a crisis

Caspi, Plia Vaisman; Olekalns, Mara; Druckman, Daniel

doi:10.1080/21515581.2016.1268057

Cited by 25 publications

(3 citation statements)

References 42 publications

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“…Minalo provides lexicographic cues that mean that we expect it to increase participants' willingness to use force compared vis-à-vis "a country" and Celesta. • "Kerejistan" ( N = 246) ( Druckman, Olekalns, and Smith 2009 ;Druckman and Olekalns 2013 ;Caspi, Olekalns, and Druckman 2017 ). "Kerejistan" provides lexicographic and toponymic cues that are likely to evoke negative value judgments.…”

Section: Methodsmentioning

confidence: 99%

“…Experimental vignettes have employed a multitude of fictitious aspects and characters, such as fictitious regions ( Keller and Yang 2016 ), fictitious characters ( Caspi, Olekalns, and Druckman 2017 ;Balmas 2018 ;Schwartz and Blair 2020 ), non-state entities ( Garcia and Geva 2016 ), or fictitious op-eds ( Baele, Coan, and Sterck 2018 ). We focus on fictitious countries in particular for two reasons: (1) The state is central to most mainstream conceptions of the discipline and (perhaps therefore) and (2) the use of fictitious countries is a pervasive and easily traceable phenomenon in experimental IR research.…”

Section: Experimental Research and Fictitious Country Namesmentioning

confidence: 99%

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Names from Nowhere? Fictitious Country Names in Survey Vignettes Affect Experimental Results

Majnemer

Meibauer

2022

International Studies Quarterly

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Using fictitious country names in hypothetical scenarios is widespread in experimental international relations research. We survey sixty-four peer-reviewed articles to find that it is justified by reference to necessary “neutralization” compared to real-world scenarios. However, this neutralization effect has not been independently tested. Indeed, psychology and toponymy scholarship suggest that names entail implicit cues that can inadvertently bias survey results. We use a survey experiment to test neutralization and naming effects. We find not only limited evidence for neutralization, but also little evidence for systematic naming effects. Instead, we find that respondents were often more willing to support using force against fictitious countries than even adversarial real-world countries. Real-world associations may provide a “deterrent” effect not captured by hypothetical scenarios with fictitious country names. In turn, fictionalization may decrease the stakes as experienced by respondents. Researchers should therefore carefully explain rationales for and expected effects of fictitious country names, and test their fictitious names independently.

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Section: Methodsmentioning

confidence: 99%

Section: Experimental Research and Fictitious Country Namesmentioning

confidence: 99%

Names from Nowhere? Fictitious Country Names in Survey Vignettes Affect Experimental Results

Majnemer

Meibauer

2022

International Studies Quarterly

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“…What influence have the strategic adaptations, such as adapt to understand opponent or adapt to issue under discussion on building trust, relationships or improving communication? These topics also link to issues of trust in negotiation (Caspi et al , 2017; Druckman and Harinck, 2022). In general, it would be good to include different types of substantive and relational outcomes.…”

Section: Discussionmentioning

confidence: 99%

Strategic adaptability in negotiation: a framework to distinguish strategic adaptable behaviors

Heunis,

Pulles,

Giebels

et al. 2023

IJCMA

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Purpose This study aims to propose and evaluate a novel framework of strategic adaptability in dyadic negotiations. The authors define strategic adaptability as a reaction to a cue that leads to shifts between integrative and distributive strategies. Based on the literature on turning points, phase models and strategic negotiations, the authors developed an initial framework identifying five distinct strategic adaptations. Design/methodology/approach To verify the framework, the authors analyzed two negotiation simulations with a diverse set of negotiation students. Negotiations were content-coded, and adaptations were labeled. Findings The authors found a consistent pattern across two studies. Overall, 12% (study 1) and 18% (study 2) of all speaking turns were identified as strategic adaptations. The findings empirically confirmed four of their strategic adaptation types: adapt to deadlock, follow adaptation by opponent, adapt to priority of issue under discussion and adapt to new information on issue. Moreover, findings of this study revealed two new types of strategic adaptability: delayed adaptation to opponent and adapt to understand opponent. Study 2 additionally revealed that strategies vary with the negotiation phase, and negotiation outcome seems to benefit more from the constellation rather than the frequency of adaptations. Furthermore, lower-scoring negotiators tended to adapt to the opponent’s strategy instead of initiating a change in strategy. Originality/value The findings of this study provide preliminary insights into how strategic adaptations unfold. These findings present future research opportunities to further test the framework's robustness, increase the knowledge of individual and cultural factors, explore the relationship with negotiation outcomes and develop educational interventions to enhance strategic adaptability.

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Trust Matters in Negotiation

Druckman

Harinck

2022

Group Decis Negot

Self Cite

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In this article we investigate the effects of negotiator trust and mediation on negotiating behavior and perceptions. We conduct three experiments in sequence with each succeeding study building on the results of the prior study. All used the same simulated dispute between a bar owner and customers. In the first experiment we found that negotiators who trusted the bar owner's integrity moved further on an acceptable offer scale than those that did not. Results from a second experiment showed a strong main effect for trust but no difference for the presence vs. absence of a mediator. The third experiment also found strong trust effects but no differences among three mediation approaches; facilitative, directive or transformative. However, directive mediators were seen as less helpful and influential than both facilitative and transformative mediators. The trust findings were statistically mediated by a negotiator's mindset, which consisted of perceptions of negotiation as a win-lose contest or problem-solving debate. These findings are discussed in terms of the power of trust and the value of main effects for advancing knowledge about negotiation and mediation.

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After the fall: Regulatory focus, trust and negotiators’ responses to a crisis

Cited by 25 publications

References 42 publications

Names from Nowhere? Fictitious Country Names in Survey Vignettes Affect Experimental Results

Names from Nowhere? Fictitious Country Names in Survey Vignettes Affect Experimental Results

Strategic adaptability in negotiation: a framework to distinguish strategic adaptable behaviors

Trust Matters in Negotiation

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