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The Impact of Time Pressure and Information on Negotiation Process and Decisions

Author

Listed:
  • Alice F. Stuhlmacher

    (DePaul University)

  • Matthew V. Champagne

    (IOTA Solutions)

Abstract

The amount of time available to reach an agreement, information about a negotiator's own position, and information about the opponent's position were manipulated in a simulated contract negotiation. As in decision making research, time pressure in negotiation was expected to decrease response time and change response strategy. Information was expected to be an advantage to negotiators when clarifying their preferences but a disadvantage if information about competing opponent interests was present. Results supported this expectation. Different patterns of concessions and in concessions and inconsistencies were found under high and low time pressure and type of information.

Suggested Citation

  • 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.
    • Handle: RePEc:spr:grdene:v:9:y:2000:i:6:d:10.1023_a:1008736622709
    DOI: 10.1023/A:1008736622709
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    References listed on IDEAS

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    3. He, Shawei, 2022. "A time sensitive graph model for conflict resolution with application to international air carbon negotiation," European Journal of Operational Research, Elsevier, vol. 302(2), pages 652-670.
    4. Xiaojing Yang & Robert E. Smith, 2009. "Beyond Attention Effects: Modeling the Persuasive and Emotional Effects of Advertising Creativity," Marketing Science, INFORMS, vol. 28(5), pages 935-949, 09-10.
    5. Erik Hoelzl & Luise Hahn & Maria Pollai & Jan Masak, 2013. "The Effect of Feedback on Process and Outcome of Loan Negotiations: Consequences on Risk Aversion and the Willingness to Compromise," Group Decision and Negotiation, Springer, vol. 22(3), pages 541-559, May.
    6. Alavi, Sascha & Wieseke, Jan & Guba, Jan H., 2016. "Saving on Discounts through Accurate Sensing – Salespeople's Estimations of Customer Price Importance and Their Effects on Negotiation Success," Journal of Retailing, Elsevier, vol. 92(1), pages 40-55.
    7. Locander, David A. & Locander, Jennifer A. & Weinberg, Frankie J., 2020. "How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective," Journal of Business Research, Elsevier, vol. 118(C), pages 452-462.
    8. Saorín-Iborra, M. Carmen, 2008. "Time pressure in acquisition negotiations: Its determinants and effects on parties' negotiation behaviour choice," International Business Review, Elsevier, vol. 17(3), pages 285-309, June.
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    10. Berea Cristi, 2018. "Negotiation Analysis. The Context," Ovidius University Annals, Economic Sciences Series, Ovidius University of Constantza, Faculty of Economic Sciences, vol. 0(1), pages 284-288, July.
    11. Sungu Armagan & Manuel Portugal Ferreira & Gerardo A. Okhuysen & Adam D. Galinsky, 2009. "Power and temporal commitment preference: An investigation in Portugal, Turkey, and the United States," Working Papers 42, globADVANTAGE, Polytechnic Institute of Leiria.
    12. De Cremer, David & Van Kleef, Gerben A., 2009. "When being overpaid makes me feel good about myself: It depends on how the other feels," Journal of Economic Psychology, Elsevier, vol. 30(5), pages 793-802, October.
    13. Wenjie Tang & J. Neil Bearden & Ilia Tsetlin, 2009. "Ultimatum Deadlines," Management Science, INFORMS, vol. 55(8), pages 1423-1437, August.
    14. Ilias Kapoutsis & Roger J. Volkema & Andreas G. Nikolopoulos, 2013. "Initiating Negotiations: The Role of Machiavellianism, Risk Propensity, and Bargaining Power," Group Decision and Negotiation, Springer, vol. 22(6), pages 1081-1101, November.
    15. Okhuysen, Gerardo A. & Galinsky, Adam D. & Uptigrove, Tamara A., 2003. "Saving the worst for last: The effect of time horizon on the efficiency of negotiating benefits and burdens," Organizational Behavior and Human Decision Processes, Elsevier, vol. 91(2), pages 269-279, July.

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