Most negotiations possess integrative potential (Lax & Sebenius, 1986; Raiffa, 1982), Yet, most negotiators fail to fully exploit the integrative potential present in their negotiations and consequently settle for less satisfying agreements than those they could have had. This paper elaborates a model of integrative bargaining and evaluates the influence of negotiator confidence and negative affective states on integrative bargaining performance. This paper hypothesizes that, contrary to conventional wisdom, negotiator overconfidence can facilitate negotiator judgment accuracy and integrative performance. Analyses suggest that high levels of confidence lead to higher aspirations and greater information exchange. Information exchange appears to influence integrative bargaining performance directly as well as through its influence on judgment accuracy. This paper also hypothesizes that sadness will facilitate and anger inhibit judgment accuracy and integrative performance. Two different negative emotional state inductions were attempted. However both of them failed. Consequently, these hypotheses were unable to be tested / acase@tulane.edu
| Identifer | oai:union.ndltd.org:TULANE/oai:http://digitallibrary.tulane.edu/:tulane_23458 |
| Date | January 1999 |
| Contributors | Kass, Edward Eliyahu (Author), Folger, Robert (Thesis advisor) |
| Publisher | Tulane University |
| Source Sets | Tulane University |
| Language | English |
| Detected Language | English |
| Rights | Access requires a license to the Dissertations and Theses (ProQuest) database., Copyright is in accordance with U.S. Copyright law |
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