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...Show moreThis 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.Show less