کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
10439899 | 913602 | 2005 | 11 صفحه PDF | دانلود رایگان |
عنوان انگلیسی مقاله ISI
At a loss for words: Dominating the conversation and the outcome in negotiation as a function of intricate arguments and communication media
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کلمات کلیدی
موضوعات مرتبط
علوم انسانی و اجتماعی
مدیریت، کسب و کار و حسابداری
بازاریابی و مدیریت بازار
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چکیده انگلیسی
Under what conditions do intricate pre-planned arguments enable negotiators to dominate the conversation and ultimately the outcome? We proposed the advantage occurs when the communication media involves the expectation of rapid turn-taking, because counterparts cannot generate rebuttals in time and end up making concessions. In an experiment with a negotiation task, sellers were provided with either intricate or simple arguments to support a competitive tactic and negotiated via either a quick-tempo (Instant Messaging) or slow-tempo (E-mail) medium. As predicted, intricate (versus simple) arguments enabled sellers to claim more value in the quick (Instant Messaging) but not the slow (E-mail) medium. Mediational analyses traced this effect through two process measures: the extent to which sellers enacted the competitive strategy (coded from transcripts), and the extent to which buyers consequently felt “at a loss” (measured by self-reports). We discuss the theoretical and practical consequences of these findings for negotiations.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Organizational Behavior and Human Decision Processes - Volume 98, Issue 1, September 2005, Pages 28-38
Journal: Organizational Behavior and Human Decision Processes - Volume 98, Issue 1, September 2005, Pages 28-38
نویسندگان
Jeffrey Loewenstein, Michael W. Morris, Agnish Chakravarti, Leigh Thompson, Shirli Kopelman,