Journal of Applied Psychology 2023

Expanding the pie or spoiling the cake? How the number of negotiation issues affects integrative bargaining.

Marco Warsitzka^1,2,3; Zhang Hong^1,2,3; Bianca Beersma⁴; Philipp Alexander Freund¹; Roman Trötschel^1,2,3

¹ Leuphana University of Lüneburg · ² Sustainability Institute · ³ Institute for Sustainability · ⁴ Vrije Universiteit Amsterdam

Abstract

= 38,063/21,271 negotiations for joint gains/impasse rates). Moreover, we investigated whether factors related to how negotiators subjectively deal with the increased complexity associated with higher numbers of issues moderate the number-of-issues effect on joint gains. Multilevel analyses revealed no significant number-of-issues effect on joint gains up to a threshold of 3 issues but a negative effect for negotiations involving more than 3 issues. By contrast, we did not find a number-of-issues effect on impasse rates. Moreover, we did not obtain evidence for moderation effects. Findings are discussed with respect to their theoretical and practical implications. (PsycInfo Database Record

DOI

10.1037/apl0001149

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