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Cognitive Representations of Negotiation

Author

Listed:
  • Mara Olekalns

    (Melbourne Business School, University of Melbourne, 200 Leicester St, Carlton, VIC 3053.)

  • Philip L. Smith

    (Department of Psychology, University of Melbourne, Parkville, Vic 3010.)

Abstract

Using a bilateral negotiation, we examined the relationship between motivational orientation, mental maps and negotiators' outcomes. Cooperative and competitive negotiators bargained with a counterpart who held either the same or a different orientation. Compared to negotiators in mixed dyads, those in same-orientation dyads placed greater emphasis on cooperation, flexibility and trust; and less emphasis on competition. Flexibility was critical to joint gain when at least one negotiator held competitive goals, but detrimental when both negotiators held cooperative goals. Negotiators in same-orientation dyads reported a more positive experience than negotiators in mixed-orientation dyads.

Suggested Citation

  • Mara Olekalns & Philip L. Smith, 2005. "Cognitive Representations of Negotiation," Australian Journal of Management, Australian School of Business, vol. 30(1), pages 57-76, June.
    • Handle: RePEc:sae:ausman:v:30:y:2005:i:1:p:57-76
    DOI: 10.1177/031289620503000104
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    Cited by:

    1. Petru Lucian Curşeu & Sandra Schruijer, 2008. "The Effects of Framing on Inter-group Negotiation," Group Decision and Negotiation, Springer, vol. 17(4), pages 347-362, July.
    2. Michael J. Hine & Steven A. Murphy & Michael Weber & Gregory Kersten, 2009. "The Role of Emotion and Language in Dyadic E-negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 193-211, May.

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