When Less Is More: How Complexity Impacts Goal Setting, Judgment Accuracy, and Deals in Negotiation

Arnold, J A and O'Connor, K M (2021) When Less Is More: How Complexity Impacts Goal Setting, Judgment Accuracy, and Deals in Negotiation. Psychological Reports, 124 (3). pp. 1298-1315. ISSN 0033-2941

Abstract

In two studies, we examine how objective complexity—in terms of numbers of negotiable issues—affects negotiators’ aspirations, perceptions, actions, and ultimately, the quality of agreements they reach. We hypothesized and found that when negotiators had a greater number of issues to resolve, they were less ambitious for their own outcomes and developed less accurate insights into their partners’ interests.