How self-regulation helps to master negotiation challenges: An overview, integration, and outlook

Jäger, Andreas; Loschelder, David D.; Friese, Malte

doi:10.1080/10463283.2015.1112640

Cited by 16 publications

(11 citation statements)

References 165 publications

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“…In negotiations, first offers anchor recipients' counteroffers and ultimately deal terms (Galinsky & Mussweiler, 2001;Neale & Bazerman, 1983;Ritov, 1996). Higher offers from the first-moving party lead to higher agreement prices and cause lower profits for anchor recipients (Galinsky & Mussweiler, 2001;Jäger, Loschelder, & Friese, 2017;Loschelder, Swaab, Trötschel, & Galinsky, 2014;Loschelder, Trötschel, Swaab, Friese, & Galinsky, 2016).…”

Section: Anchoringmentioning

confidence: 99%

How Attribution-of-Competence and Scale-Granularity Explain the Anchor Precision Effect in Negotiations and Estimations

2020

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Precise numbers are more potent anchors than round ones. Two theoretical mechanisms have been suggested to account for this anchor precision effect: (1) the scale-granularity account postulates that individuals adjust away from the anchor in smaller steps on a finer-grained mental scale, and (2) the attribution-of-competence account postulates that people ascribe more competence to a precise-opening individual. Direct empirical evidence for both accounts is scarce, however, and exists mainly for the attribution-of-competence account in a negotiation context. In two experiments, we examined the two competing mechanisms simultaneously (Experiment 1) and contrasted them in a negotiation and in an estimation context (Experiment 2). Moreover, we developed and validated (Pilot Study) a direct measurement of scale-granularity. Mediation analyses showed that both attribution-of-competence and, for the first time, scale-granularity mediate the anchor-precision effect. The results refine our theoretical understanding of anchor precision. Implications for decision-making, negotiation, and estimation research are discussed.

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Section: Anchoringmentioning

confidence: 99%

How Attribution-of-Competence and Scale-Granularity Explain the Anchor Precision Effect in Negotiations and Estimations

2020

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“…These translations helped to understand various complex behavioral patterns, such as economic exchange or political negotiation (McClelland & Fararo, 2006;Robinson, 2007). Accordingly, Jäger et al (2015) have illustrated how the cybernetic feedback model depicts negotiation situations; specifically, self-regulation, as a feedback loop of goal orientation, identified central challenges in negotiation processes. Specific self-regulation strategies were developed to master the challenges of negotiations based on the individual components of the cybernetic feedback model.…”

Section: Feedback Loops and Feedback Controlmentioning

confidence: 99%

Social influence and external feedback control in humans

Weiß¹,

Gollwitzer²,

Hewig³

2021

Preprint

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This article aimed to describe social influence by elucidating the cognitive, affective, and motivational processes present when an individual is confronted with an influence attempt. We hypothesized that these processes are part of a feedback loop system in an individual, which entails a situation (input), a goal state (reference), a comparator, a selection mechanism, a feedback predictor, and an action (output). Each element can become the target of social influence. We aimed to classify/explain different social influences by how these elements are targeted. Trying to persuade another person with strong arguments (i.e., the “central route,” according to the Elaboration Likelihood Model) denotes targeting the goal state of the affected individual; coercion targets the selection mechanism; and violence targets action. Summarizing, the present framework aims to categorize, order, and explain phenomena in social influence research using a feedback loop framework focusing on the influenced individual.

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“…21 Similarly, it is argued that distributive, integrative, and adapt- able negotiation skills are developed most effectively via different learning and development activities. 22 In that sense, an integrative approach in a cooperation agreement results in more favorable outcomes than competitive negotiation behavior. 23 The role of negotiation experience is another factor worth examining.…”

Section: Insights Into the Negotiation Settingsmentioning

confidence: 99%

The Relevance of Business Negotiation in Building Competitive Advantage for Croatian Micro Enterprises

Vojvodić

Martinović

Pušić

2020

iele

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Although the term small and medium-sized enterprises (SMEs) originally include micro, small and medium enterprises, the majority of literature looks at this sector as a homogeneous group. In general, there is insufficient research on micro-enterprises and previous work has failed to address micro-enterprises in the negotiation context. As a result, the negotiating behavior of micro-entrepreneurs is still poorly understood. Therefore, the aim of this paper is twofold. Firstly, our aim is to examine if the managers of micro-enterprises perceive business negotiations as a source of competitive advantage. Secondly, we aim to identify the underlying predictors of such perception. To this end, the survey was conducted among 132 managers of micro-enterprises in Croatia. The multiple linear regression results reveal that negotiating frequency, negotiation skills development, and willingness to change have a significant and positive influence on managers' perception of business negotiations as a competitive advantage. Finally, the paper adds to the literature by providing insights into the negotiating behavior of micro-entrepreneurs in Croatia.

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How self-regulation helps to master negotiation challenges: An overview, integration, and outlook

Cited by 16 publications

References 165 publications

How Attribution-of-Competence and Scale-Granularity Explain the Anchor Precision Effect in Negotiations and Estimations

How Attribution-of-Competence and Scale-Granularity Explain the Anchor Precision Effect in Negotiations and Estimations

Social influence and external feedback control in humans

The Relevance of Business Negotiation in Building Competitive Advantage for Croatian Micro Enterprises

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