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,...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
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
