Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma: How a choice of first offers increases economic and relational outcomes
| Autor: | Victoria Husted Medvec, Adam D. Galinsky, Geoffrey J. Leonardelli, Geordie McRuer, Jun Gu |
|---|---|
| Rok vydání: | 2019 |
| Předmět: |
Value (ethics)
Organizational Behavior and Human Resource Management media_common.quotation_subject 05 social sciences Sincerity 050109 social psychology Behavioral economics Dilemma Microeconomics Negotiation 0502 economics and business 0501 psychology and cognitive sciences Psychology 050203 business & management Applied Psychology media_common Reputation |
| Zdroj: | Organizational Behavior and Human Decision Processes. 152:64-83 |
| ISSN: | 0749-5978 |
| DOI: | 10.1016/j.obhdp.2019.01.007 |
| Popis: | The tension that negotiators face between claiming and creating value is particularly apparent when exchanging offers. We tested whether presenting a choice among first offers (Multiple Equivalent Simultaneous Offers; MESOs) reduces this negotiator dilemma and increases economic and relational outcomes. Six experiments comparing MESOs to a single package-offer revealed three effects. First, MESOs produced stronger anchors and better outcomes for the offerer because recipients perceived MESOs as a more sincere attempt at reaching an agreement (agreement sincerity). Second, MESOs yielded greater joint outcomes because they were probabilistically more likely to include an economically attractive starting point for recipients (initial recipient-value). Third, MESOs allowed the offerer to secure a cooperative reputation and created a more cooperative negotiation climate. Negotiators who offered MESOs were able to claim and create more economic and relational value. MESOs reduced the negotiator dilemma for offerers by also reducing it for recipients. Weblinks in the appendix give access to supplementary materials, analyses, and data. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
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