Leiden University Student Repository

Westerlaken, Noah (2022)

Het effect van het toevoegen van onderwerpen aan de onderhandeling en het consumeren van alcohol op het onderhandelproces en het komen tot een integratieve overeenkomst

Bachelor thesis | Psychologie (BSc)

Nowadays, the focus of negotiation is increasingly on cooperative bargaining and achieving a win-win situation. This study uses a new research paradigm that examines adding subjects to the negotiation, also known as increasing the size of the pie. This research was conducted in a social setting where alcohol consumption was a factor. The purpose of this study is to find out whether adding topics to the negotiation and alcohol consumption leads to a better negotiation process and better outcomes for both parties. To this end, 190 participants participated in face-to-face conventional role-play negotiations in pairs and completed a questionnaire afterwards. It was found that the participant who could originally gain more points from the negotiation had less resistance to yielding when the topics were added at the beginning of the negotiation. The participant who was originally able to get fewer points out of the negotiation acted more simultaneously when the topics were added at the...Show moreNowadays, the focus of negotiation is increasingly on cooperative bargaining and achieving a win-win situation. This study uses a new research paradigm that examines adding subjects to the negotiation, also known as increasing the size of the pie. This research was conducted in a social setting where alcohol consumption was a factor. The purpose of this study is to find out whether adding topics to the negotiation and alcohol consumption leads to a better negotiation process and better outcomes for both parties. To this end, 190 participants participated in face-to-face conventional role-play negotiations in pairs and completed a questionnaire afterwards. It was found that the participant who could originally gain more points from the negotiation had less resistance to yielding when the topics were added at the beginning of the negotiation. The participant who was originally able to get fewer points out of the negotiation acted more simultaneously when the topics were added at the beginning of the negotiation. In addition, a cautious trend was found of more concern for other when an average amount of alcohol was consumed by the participant who could achieve fewer points and more concern for other by the participant who could achieve more points when the items were added at the beginning of the negotiation.Show less

Negotiation

Expanding the pie

Logrolling

Author

Westerlaken, Noah

Faculty

Faculty of Social & Behavioural Sciences

Supervisors

Steinel, W.

ECTS Credits

15

Language

nl