| Popis: |
Reaching agreement in distributive negotiations often requires making concessions, in which one side incurs a cost to provide a benefit to the other party. Although these two aspects, conceder-cost and receiver-benefit, coexist in any concession, past work has not disentangled the potentially differential effects of concessions framed as conceder-cost versus receiver benefit on negotiation processes and outcomes. In this paper, we document that concession-givers use conceder-cost frames more frequently and expect them to be more believable than receiver-benefit frames. However, receivers of concessions that emphasize conceder-cost are more skeptical of this frame and perceive their counterpart to be more manipulative than receivers of concessions that emphasize benefit. These negative perceptions, in turn lead them to make lower counteroffers compared to receivers of concessions that emphasize benefit, which ultimately help their economic outcomes. Keyword: concession, cost, benefit, manipulativeness, economic outcome |
