It's a bet! A problem-solving approach promotes the construction of contingent agreements.

Published

Journal Article

Negotiators often have different expectations about the future. A contingent agreement, or a bet that makes the ultimate outcome dependent on some future event, builds on negotiators' differences. The authors argue that a problem-solving approach, in which negotiators thoroughly explore options to build on their differences, is most likely to construct contingent agreements. The authors explore two factors expected to influence this problem-solving approach, namely, negotiators' relational and accountability concerns. The authors argue when these considerations are imbalanced, negotiators are less likely to adopt a problem-solving style and construct a contingent agreement. To test this hypothesis, negotiators' relationships and accountability pressures were manipulated in two experiments. In Experiment 1, participants engaged in an integrative negotiation, allowing the authors to examine whether a contingent agreement was constructed and joint gain. Experiment 2 sought to replicate and extend the findings of Experiment 1 using a scenario study. Results across the two experiments support the authors' hypotheses.

Full Text

Duke Authors

Cited Authors

  • Kray, LJ; Thompson, L; Lind, EA

Published Date

  • August 2005

Published In

Volume / Issue

  • 31 / 8

Start / End Page

  • 1039 - 1051

PubMed ID

  • 16000266

Pubmed Central ID

  • 16000266

Electronic International Standard Serial Number (EISSN)

  • 1552-7433

International Standard Serial Number (ISSN)

  • 0146-1672

Digital Object Identifier (DOI)

  • 10.1177/0146167204274099

Language

  • eng