Leiden University Student Repository

Bos, Josephine van den (2024)

When should one expand the pie by adding new issues to the negotiation: at the beginning, middle, or at the end?

Master thesis | Psychology (MSc)

This study (N = 178) investigates the optimal timing for negotiators to expand the pie by introducing optional issues to the negotiation. I conducted two-person role-play negotiations and differentiated between adding issues at the beginning, middle and end by manipulating the order on the pay-off schedules. Specifically, I tested if introducing optional issues at the beginning results in a higher collective benefit than introducing them at the end, and if introducing optional issues in the middle leads to the highest collective benefit. Despite the absence of compelling evidence supporting an effect of issue order on collective benefit, the observed patterns in collective benefit suggests the need for further exploration. Additionally, I explore if relationships and first impressions are improved when pairs introduce optional issues in the middle.

Author

Bos, Josephine van den

Faculty

Faculty of Social & Behavioural Sciences

Specialisation

Economic and Consumer Psychology

Supervisors

Steinel, W.

ECTS Credits

20

Language

nl