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The Effects of Framing on Inter-group Negotiation

Author

Listed:
  • Petru Lucian Curşeu

    (Tilburg University)

  • Sandra Schruijer

    (University of Utrecht)

Abstract

The present paper explores the way in which groups cognitively represent information framed as danger and the way in which such collective cognitive representations influence group performance during inter-group negotiations. One hundred and two participants were distributed over 34 three-person groups and were involved in a negotiation game developed by Lewicki et al. (1999, Negotiation: readings, exercises and cases. McGraw-Hill, Boston). The groups were organized in 17 pairs and each pair played the negotiation game in two rounds. The game rules and the available resources were the same for both groups, but one of the groups in each pair received the game information framed as “danger”, while the other group in the pair received a neutral framing. The groups with a “danger” frame developed a more defensive strategy during negotiations, adopted more often a collaborative approach and had a significantly lower performance as compared to the groups in the non-framing condition.

Suggested Citation

  • 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.
    • Handle: RePEc:spr:grdene:v:17:y:2008:i:4:d:10.1007_s10726-007-9098-2
    DOI: 10.1007/s10726-007-9098-2
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    References listed on IDEAS

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    1. Alice F. Stuhlmacher & Matthew V. Champagne, 2000. "The Impact of Time Pressure and Information on Negotiation Process and Decisions," Group Decision and Negotiation, Springer, vol. 9(6), pages 471-491, November.
    2. Paese, Paul W. & Bieser, Mary & Tubbs, Mark E., 1993. "Framing Effects and Choice Shifts in Group Decision Making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 56(1), pages 149-165, October.
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    4. Levin, Irwin P. & Schneider, Sandra L. & Gaeth, Gary J., 1998. "All Frames Are Not Created Equal: A Typology and Critical Analysis of Framing Effects," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(2), pages 149-188, November.
    5. Mara Olekalns, 2002. "Negotiation as Social Interaction," Australian Journal of Management, Australian School of Business, vol. 27(1_suppl), pages 39-46, June.
    6. Marwan Sinaceur & Margaret A. Neale, 2005. "Not All Threats are Created Equal: How Implicitness and Timing Affect the Effectiveness of Threats in Negotiations," Group Decision and Negotiation, Springer, vol. 14(1), pages 63-85, January.
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    9. Daniel Druckman, 1994. "Determinants of Compromising Behavior in Negotiation," Journal of Conflict Resolution, Peace Science Society (International), vol. 38(3), pages 507-556, September.
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    Cited by:

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    4. Sabina Ramona Trif & Petru Lucian Curșeu & Oana Cătălina Fodor, 2023. "Individual Versus Group Negotiation in Multiparty Systems: The Effect of Power and Goal Difficulty on Negotiation Outcomes in a Potential Gain Task," Group Decision and Negotiation, Springer, vol. 32(1), pages 209-232, February.

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