Leiden University Student Repository

Mast, Nienke van der (2024)

The Influence of Asking Questions on a Negotiated Outcome

Master thesis | Psychology (MSc)

This thesis investigates a possible relationship between asking questions and joint negotiation outcome scores. It is expected that asking open-ended questions leads to a higher joint outcome score than asking closed-ended questions. This is the expectation because asking questions offers the possibility to share information. Primary research shows that information sharing can help embrace an integrative negotiation strategy. Furthermore, a relationship between asking questions during negotiations and trust on the one hand, and subjective value (SV) on the other hand is investigated. It is expected that asking open-ended questions during a negotiation increases both SV and trust. A total of 96 participants participated in this study. They were split up in 48 dyads. The dyads performed a negotiation task. In this research we investigated the dependent variables joint outcome scores, SV, and trust in relation to the independent variable asking questions. This variable contained three...Show moreThis thesis investigates a possible relationship between asking questions and joint negotiation outcome scores. It is expected that asking open-ended questions leads to a higher joint outcome score than asking closed-ended questions. This is the expectation because asking questions offers the possibility to share information. Primary research shows that information sharing can help embrace an integrative negotiation strategy. Furthermore, a relationship between asking questions during negotiations and trust on the one hand, and subjective value (SV) on the other hand is investigated. It is expected that asking open-ended questions during a negotiation increases both SV and trust. A total of 96 participants participated in this study. They were split up in 48 dyads. The dyads performed a negotiation task. In this research we investigated the dependent variables joint outcome scores, SV, and trust in relation to the independent variable asking questions. This variable contained three different conditions: an open-ended questions, closed-ended questions, and control condition. Results showed no significant relationship between asking questions and joint outcome scores. Nor did the results show a relationship between asking questions and SV or trust.Show less

negotiation, integrative negotiation strategy, information exchange, open-ended questions, closed-ended questions, subjective value, trust

Author

Mast, Nienke van der

Faculty

Faculty of Social & Behavioural Sciences

Specialisation

Social and Organisational Psychology

Supervisors

Steinel, W.

ECTS Credits

20

Language

en