Agreement attraction and impasse aversion: reasons for selecting a poor deal over no deal at all

Tuncel, E and Mislin, A and Kesebir, S and Pinkley, R L (2016) Agreement attraction and impasse aversion: reasons for selecting a poor deal over no deal at all. Psychological Science, 27 (3). pp. 312-321. ISSN 0956-7976

Full text not available from this repository.
Official URL: http://pss.sagepub.com/content/27/3/312

Abstract

In the present studies, we examined the positive value of agreement and the negative value of impasse. Participants chose to give up real value and sacrifice economic efficiency in order to attain an agreement outcome and avoid an impasse outcome. A personally disadvantageous option was selected significantly more often when it was labeled “Agreement” rather than “Option A,” and a personally advantageous option was avoided significantly more often when it was labeled “Impasse” rather than “Option B.” In a face-to-face negotiation, a substantial proportion of individuals reached an agreement that was inferior to their best alternative to agreement. We showed that the appeal of agreement and the aversion to impasse both contribute to this effect, yet the aversion to impasse is the stronger of the two motivations. These findings have important implications for negotiators.

Item Type: Article
Additional Information: © 2016 by Association for Psychological Science
Subjects: N > Negotiation (Communication skills)
Subject Areas: Organisational Behaviour
DOI: 10.1177/0956797615619200
Date Deposited: 17 Nov 2016 13:26
Last Modified: 17 Feb 2017 14:40
URI: http://lbsresearch.london.edu/id/eprint/608

Actions (login required)

Edit Item Edit Item