Initiation of negotiation and its role in negotiation research

Abstract

Most psychological studies about negotiation examine processes, strategies, and outcomes by providing a context with given roles, issues, and resources to the parties involved. We argue that this research is incomplete as psychological variables and processes, antecedent to the initiation of negotiation, are excluded. A theoretical model is developed which explains the initiation of negotiation by the key motivational process of discrepancy reduction, which arouses an emotional reaction. It integrates valence, expectancy and instrumentality considerations as moderating variables. The model serves as a research agenda for the psychological study of the prenegotiation phase, and for answering the questions of when and why people initiate (or suppress) negotiations, thereby offering grounds for probing how subsequent negotiations might be affected by characteristics of the prenegotiation phase. The overall aim is to foster our understanding about the psychological origins of negotiations to complement what is already known about the negotiation process. Keywords Cognitive-motivational process model, initiation of negotiationThe broad field of negotiation research puts strong emphasis on studying the processes and outcomes of negotiation. Typically, experimental studies are conducted which place subjects into a social context that implies a negotiation. Thereby real-world factors and psychological processes are left out that are antecedent to a state of affairs where a negotiation may come into existence or

Negotiation Contexts: How and Why They Shape Women's and Men's Decision to Negotiate

“…The decision of whether or not to negotiate is related to cognitive‐motivational considerations, which include expectancy considerations and instrumentality considerations (Reif & Brodbeck, , ). Expectancy (i.e., one's confidence about what one is capable of doing, Reif & Brodbeck, ) includes feelings of certainty or efficacy and can be a driving force behind initiating behavior (Reif & Brodbeck, ; Wigfield & Eccles, ). Expectancy might be gendered: Research shows that women tend to be less confident than men (Watson & Hoffman, ) and have less self‐efficacy regarding their negotiation ability (Stevens, Bavetta, & Gist, ).…”

“…Instrumentality (i.e., the perceived utility of initiating a negotiation or the perceived association between initiating negotiations and reaching valued outcomes, Reif & Brodbeck, ) is another force driving initiative behavior. A person's decision whether or not to negotiate depends on the anticipated consequences of negotiating (Kong, Tuncel, & McLean Parks, ).…”

“…People negotiate in various contexts: for example, to improve their salaries or career opportunities at work, to agree on their next vacation destination with their families, or to get a better price when buying goods (Babcock, Gelfand, Small, & Stayn, ; Stuhlmacher & Linnabery, ). However, before a negotiation unfolds, it has to be initiated (Reif & Brodbeck, ). Whether or not negotiations are initiated can have severe economic and relational consequences for individuals, organizations, and markets (Reif & Brodbeck, ).…”

“…However, before a negotiation unfolds, it has to be initiated (Reif & Brodbeck, ). Whether or not negotiations are initiated can have severe economic and relational consequences for individuals, organizations, and markets (Reif & Brodbeck, ). For example, one explanation for the existing gender wage gap is that women initiate fewer negotiations to improve their compensation in comparison to men (Small, Gelfand, Babcock, & Gettman, ).…”

“…For example, one explanation for the existing gender wage gap is that women initiate fewer negotiations to improve their compensation in comparison to men (Small, Gelfand, Babcock, & Gettman, ). Due to the inalienability of initiation for whether negotiation unfolds at all (Reif & Brodbeck, ), this article focuses on the initiation of negotiations—the very first behavioral step of a negotiation.…”