Leiden University Student Repository

Dam, Isabeau van (2024)

Looking in the same direction: the influence of timing optional issues and time in negotiation.

Master thesis | Psychology (MSc)

This study aimed to research the impact of timing in negotiations by manipulating the moment optional issues are introduced and the use of extra negotiation time. In contrary to what was expected, the results did not strongly support the hypothesis that introducing optional issues in the middle of negotiations leads to more integrative outcomes in comparison to beginning and ending. However, a minimal pattern was identified. Additionally, using extra time in negotiation did not significantly increase collective points earned. A slight trend appeared in the opposite direction. Factors like experimenter bias, sample size and asymmetrical pay-off sheets have possibly influenced the results. Suggestions for future research include replicating the study with small adjustments to minimize biases and exploring the role of perceived time pressure in negotiation outcomes. Furthermore, how people relate to each other might be of influence of favorability in negotiation. Despite the non...Show moreThis study aimed to research the impact of timing in negotiations by manipulating the moment optional issues are introduced and the use of extra negotiation time. In contrary to what was expected, the results did not strongly support the hypothesis that introducing optional issues in the middle of negotiations leads to more integrative outcomes in comparison to beginning and ending. However, a minimal pattern was identified. Additionally, using extra time in negotiation did not significantly increase collective points earned. A slight trend appeared in the opposite direction. Factors like experimenter bias, sample size and asymmetrical pay-off sheets have possibly influenced the results. Suggestions for future research include replicating the study with small adjustments to minimize biases and exploring the role of perceived time pressure in negotiation outcomes. Furthermore, how people relate to each other might be of influence of favorability in negotiation. Despite the non-significant findings, this study contributes to our understanding of integrative negotiation dynamics and highlights the need for further research to identify effective strategies for achieving more integrative outcomes together.Show less

negotiation, distributive, integrative, optional issues, expanding the pie, timing, duration, perceived time pressure.

Author

Dam, Isabeau van

Faculty

Faculty of Social & Behavioural Sciences

Specialisation

Economic & consumer psychology

Supervisors

Steinel, W.

ECTS Credits

20

Language

en