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1 – 2 of 2Dan Kirk, Gabriele Oettingen and Peter M. Gollwitzer
This paper aims to test the impact of several self‐regulatory strategies on an integrative bargaining task.
Abstract
Purpose
This paper aims to test the impact of several self‐regulatory strategies on an integrative bargaining task.
Design/methodology/approach
Participants were randomly assigned to dyads and negotiated over the sale of a car. Before negotiating, participants were prompted to engage in one of three self‐regulation strategies, based upon fantasy realization theory (FRT): to mentally contrast a successful future agreement with the reality of bargaining, to exclusively elaborate on successful future agreement, or to exclusively elaborate on the reality of bargaining. Those in the control condition merely began the negotiation.
Findings
Mentally contrasting a successful future agreement with the reality of bargaining leads dyads to reach the largest and most equitable joint agreements, compared to dyads that elaborate only on successful future agreement, or on the reality of bargaining.
Research limitations/implications
Since it was found that mental contrasting promotes integrative agreement, it is important to learn more about the psychological processes that mediate and moderate this effect. Another related line of research would examine the application of the findings to other bargaining scenarios. One further future line of research should combine mental contrasting with planning strategies.
Originality/value
The findings of the paper have implications for both self‐regulation and negotiation research. The result that mental contrasting fosters integrative solutions reflects its potential to help negotiators effectively discriminate among feasible and unfeasible components of a multi‐faceted goal (integrative agreement). For negotiation research, the paper identifies an effective self‐regulatory strategy for producing high‐quality agreements.
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Dan Kirk, Gabriele Oettingen and Peter M. Gollwitzer
The present experiment aimed to test the impact of a self‐regulatory strategy of goal pursuit – called mental contrasting with implementation intentions (MCII) – on an integrative…
Abstract
Purpose
The present experiment aimed to test the impact of a self‐regulatory strategy of goal pursuit – called mental contrasting with implementation intentions (MCII) – on an integrative bargaining task.
Design/methodology/approach
Participants were randomly assigned to dyads and negotiated over the sale of a car. Before negotiating, participants were prompted to engage in MCII, or one or the other of its two component strategies: to contrast mentally achieving success in the integrative bargaining task with the reality standing in the way of this success (MC), to form implementation intentions on how to bargain (i.e. if‐then plans) (II), or both to contrast mentally and form implementation intentions (MCII).
Findings
The strategy of mental contrasting with implementation intentions led dyads to reach the largest joint agreements, compared to dyads that only used mental contrasting or if‐then plans. Moreover, participants who mentally contrasted formed more cooperative implementation intentions than participants who did not mentally contrast, mediating the effect of condition on joint gain.
Research limitations/implications
The findings suggest that the self‐regulatory strategy of mental contrasting with implementation intentions (MCII) leads to higher joint gain, and that this effect is mediated by mental contrasting's promotion of cooperative planning. More research should be done to understand the specific negotiation behaviors engendered by MCII, as well as its applicability to other negotiation scenarios.
Originality/value
These findings have implications for both self‐regulation and negotiation research. The result that MCII fosters integrative solutions reflects its potential to help people form cooperative plans and reach high joint‐value agreements in integrative scenarios. For negotiation research, the paper identifies an effective self‐regulatory strategy for producing high‐quality agreements.
Details