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Multi-issue offers strategy and joint gains in negotiations: How low-trust negotiators get things done

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  • Yao, Jingjing
  • Brett, Jeanne M.
  • Zhang, Zhi-Xue
  • Ramirez-Marin, Jimena

Abstract

In three studies, we investigate a new low-trust path to negotiate joint gains. Study 1 used meta-analytical evidence to establish that frequent use of multi-issue offers (MIOs) predicts joint gains, even after controlling for use of information sharing. Study 2 used a senior manager sample and showed that low-trust negotiators used MIOs more frequently than high-trust negotiators, and negotiators who use MIOs and also processed information with a holistic rather than analytic mindset generated more accurate insight and higher joint gains. Study 3 used an experimental design and examined the full path through which low-trust negotiators rely on MIOs to develop insight and reach joint gains. By proposing and testing a new low-trust path to joint gains, this research increases our understanding of trust in negotiations and provides practical advice for negotiators who are themselves low-trust or who face low-trust counterparts.

Suggested Citation

  • Yao, Jingjing & Brett, Jeanne M. & Zhang, Zhi-Xue & Ramirez-Marin, Jimena, 2021. "Multi-issue offers strategy and joint gains in negotiations: How low-trust negotiators get things done," Organizational Behavior and Human Decision Processes, Elsevier, vol. 162(C), pages 9-23.
    • Handle: RePEc:eee:jobhdp:v:162:y:2021:i:c:p:9-23
    DOI: 10.1016/j.obhdp.2020.10.012
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    References listed on IDEAS

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    1. Leonardelli, Geoffrey J. & Gu, Jun & McRuer, Geordie & Medvec, Victoria Husted & Galinsky, Adam D., 2019. "Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma: How a choice of first offers increases economic and relational outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 152(C), pages 64-83.
    2. Ingmar Geiger, 2014. "Media Effects on the Formation of Negotiator Satisfaction: The Example of Face-to-Face and Text Based Electronically Mediated Negotiations," Group Decision and Negotiation, Springer, vol. 23(4), pages 735-763, July.
    3. Moore, Don A. & Kurtzberg, Terri R. & Thompson, Leigh L. & Morris, Michael W., 1999. "Long and Short Routes to Success in Electronically Mediated Negotiations: Group Affiliations and Good Vibrations, , , , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 77(1), pages 22-43, January.
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    6. Wendi L. Adair & Jeanne M. Brett, 2005. "The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation," Organization Science, INFORMS, vol. 16(1), pages 33-51, February.
    7. Mara Olekalns & Philip Smith, 2009. "Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation," Journal of Business Ethics, Springer, vol. 85(3), pages 347-365, March.
    8. Tinsley, Catherine H. & O'Connor, Kathleen M. & Sullivan, Brandon A., 2002. "Tough guys finish last: the perils of a distributive reputation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 88(2), pages 621-642, July.
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