The present research suggests that negotiators who represented negotiation issues more abstractly were more likely to reach integrative agreements. Specifically, participants who were prompted to directly think about their negotiation issues in a more abstract manner by generating general descriptions of the issues rather than more concretely about the negotiation issues by generating specific descriptions of the issues made more multi-issue offers and achieved higher joint gain from the negotiation. The role of abstraction in negotiation and conflict resolution is discussed.
Download full-text PDF |
Source |
|---|---|
| http://www.ncbi.nlm.nih.gov/pmc/articles/PMC3152820 | PMC |
| http://dx.doi.org/10.1521/soco.2009.27.3.402 | DOI Listing |
Publication Analysis
Top Keywords
negotiation issues
12
integrative agreements
8
descriptions issues
8
negotiation
5
issues
5
effects abstraction
4
abstraction integrative
4
agreements forest
4
forest helps
4
helps avoid
4
Similar Publications
Want AI Summaries of new PubMed Abstracts delivered to your In-box?
Enter search terms and have AI summaries delivered each week - change queries or unsubscribe any time!