A negotiation between two parties can result in different outcomes, leading to either integrative or distributive outcomes. What’s more, individual aspects such as emotions and personality...Show moreA negotiation between two parties can result in different outcomes, leading to either integrative or distributive outcomes. What’s more, individual aspects such as emotions and personality characteristics can determine one’s negotiation style. In this study, dyads were divided into three conditions and took part in a negotiation task to measure whether the timing of introducing new issues influence the integrative outcomes. Emotions as measured by the PANAS-SF, and personality characteristics as measured by the Big Five Personality Trait Test tested the influence of these variables on the individual outcome. No effect of the order on the integrative outcome was found, and emotions and personality characteristics did not seem to influence the individual outcome. Future research could explore the role of being acquainted with the other negotiator and time pressure on the negotiation outcomes.Show less
Meeting online is not just a commodity and nowadays video-calls especially are part of the routine. The effects of video-calls versus face to face negotiation was examined in a sample of 76 three...Show moreMeeting online is not just a commodity and nowadays video-calls especially are part of the routine. The effects of video-calls versus face to face negotiation was examined in a sample of 76 three-person groups of friends who negotiated in a role-play either online or face to face. It was predicted that pro-self groups are more affected by the communication channel than pro-social groups and that especially trust and social bond (rapport) are negatively impacted in online communication channel because of a reduced transmission of social cues. The results showed that pro-social groups achieve higher joint outcomes than pro-self groups, but contrary to the prediction, the channel impacted neither the joint outcomes nor the social rapport regardless if the groups were pro-self or pro-social. These results may suggest that online and face to face communication are overall equally effective.Show less
Research master thesis | Psychology (research) (MSc)
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Given the practical importance of interpersonal trust in negotiations, scholars have increasingly given attention to the mechanism underlying the effect of trust and possible strategies, such as...Show moreGiven the practical importance of interpersonal trust in negotiations, scholars have increasingly given attention to the mechanism underlying the effect of trust and possible strategies, such as mediation, to handle low trust negotiations. However, research with direct mediator interventions in experimental settings has been rare. We sought to validate previous survey research on the effects of trust and a third-party mediator on negotiation outcomes, negotiator mindset, and perceptions of the negotiation. In our study we looked at the effects of a low trust or a high trust condition on dyadic level, as well as looking at the effect of the presence or absence of a mediator on how dyads negotiated. 38 participants, primarily female students from Leiden University, negotiated in a role-play scenario in a dispute as either a bar owner or a customer. Primary analyses showed no effects for trust on negotiation outcomes, mindset, or satisfaction. Due to severe limitations mediation was not analyzed. Exploratory findings showed that trust increased cooperative efforts and improved relationships, and that secondary agreements, agreements not on prices, were of importance in the negotiations. This study nuances the previously found effects of trust on negotiations and asks for more understanding of the underlying mechanisms and effects of trust.Show less
