Leiden University Student Repository

Hendriks, Marvin (2023)

The influence of the type of questions on dyadic negotations

Master thesis | Psychology (MSc)

This study aimed to investigate if the nature of questions posed during a dyadic negotiation, either open or closed, had an impact on the negotiation outcomes. Our hypothesis was that the use of open-ended questions would enhance both objective and subjective value outcomes while reducing the perception of a fixed pie. The study showed that questions asked during a dyadic negotiation, either open or closed ended, did not influence the measurable aspects of a negotiation agreement that can be evaluated on objective criteria F(2, 45) = 1.784, p = .180. Additionally, it did not significantly change the perceived worth or importance that an individual or party places on a particular item, outcome, or concession during the negotiation process F(2, 45) = .581, p = .563. Finally, asking either open or closed ended questions did not significantly change the perception of a fixed pie participants had F(2, 45) = .637, p = .534.

Negotiation

Questions

Objective value

Subjective value

Fixed pie

Author

Hendriks, Marvin

Faculty

Faculty of Social & Behavioural Sciences

Specialisation

Economic and Consumer Psychology

Supervisors

Steinel, W,

ECTS Credits

20

Language

en