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The Influence of Regulatory Focus on Integrative Negotiations
Ist Teil von
Zeitschrfit für Sozialpsychologie, 2006-03, Vol.37 (1), p.19-25
Erscheinungsjahr
2006
Link zum Volltext
Quelle
Alma/SFX Local Collection
Beschreibungen/Notizen
The present study applies regulatory focus theory (Higgins, 1997, 1998) to the realm of negotiations. It is demonstrated that compatibility between a negotiator's regulatory focus & a negotiation issue influences which issue is given priority by a negotiator. As a consequence, this regulatory compatibility also influences the outcome of an integrative negotiation. In the context of a two-party negotiation in which negotiators with diverging regulatory foci (promotion vs. prevention) negotiate over promotion & prevention issues, each side obtains superior results on those issues that are compatible with their regulatory focus. Negotiators with a prevention focus care more about safe negotiation issues. Negotiators with a promotion focus care more about negotiation issues that offer the chance of a higher return at the price of a higher risk. The importance of regulatory focus for negotiations is discussed on a theoretical as well as a practical level. Tables, Appendixes, References. Adapted from the source document.