This dissertation proposes that responses to concessions in negotiation depend not just on the size of concessions, but on the specific type of concessions that are made. Some concessions focus on giving items that are desired by the other party, while others focus on reducing items that are disliked by the other party. If the regulatory focus of the other party is promotion focused, I expect giving wants to have a stronger impact. If the regulatory focus of the other party is prevention-focused, I expect reducing dislikes to have a stronger impact. The results of two computer-simulated negotiation studies supported my hypotheses. The results of experiment 1 showed that regulatory-relevant (vs. incongruent) match between concession strategy and target negotiators regulatory focus generated greater reciprocal concessions and enhanced subjective feelings from the target negotiators. The results of experiment 2 revealed that self-construal interacted with concession strategy in the way that regulatory focus does.
| Identifer | oai:union.ndltd.org:VANDERBILT/oai:VANDERBILTETD:etd-07162012-060149 |
| Date | 17 July 2012 |
| Creators | Oh, Se Hyung |
| Contributors | Ray Friedman, Bruce Barry, Rangaraj Ramanujam, Mara Olekalns |
| Publisher | VANDERBILT |
| Source Sets | Vanderbilt University Theses |
| Language | English |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.library.vanderbilt.edu/available/etd-07162012-060149/ |
| Rights | unrestricted, I hereby certify that, if appropriate, I have obtained and attached hereto a written permission statement from the owner(s) of each third party copyrighted matter to be included in my thesis, dissertation, or project report, allowing distribution as specified below. I certify that the version I submitted is the same as that approved by my advisory committee. I hereby grant to Vanderbilt University or its agents the non-exclusive license to archive and make accessible, under the conditions specified below, my thesis, dissertation, or project report in whole or in part in all forms of media, now or hereafter known. I retain all other ownership rights to the copyright of the thesis, dissertation or project report. I also retain the right to use in future works (such as articles or books) all or part of this thesis, dissertation, or project report. |
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