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The more (complex), the better? The influence of epistemic motivation on integrative bargaining in complex negotiation

Van Der Schalk, Job, Beersma, Bianca, van Kleef, Gerben A. and De Dreu, Carsten K. W. 2009. The more (complex), the better? The influence of epistemic motivation on integrative bargaining in complex negotiation. European Journal of Social Psychology 40 (2) , n/a-365. 10.1002/ejsp.633

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Abstract

Negotiating about a larger number of issues is often argued to enhance the potential for integrative bargaining. However, the enhanced complexity may also make negotiators more susceptible to bias, making it less likely for them to reach win–win agreements. We argue that epistemic motivation, the motivation to hold accurate perceptions of the world, provides a key to solve this paradox. In a negotiation experiment we manipulated complexity by having participants negotiate about 6 or 18 issues and we manipulated epistemic motivation by making participants process-accountable or not. Under low complexity, there was no effect of epistemic motivation on created value. Under high complexity, however, negotiators with high epistemic motivation created more value than negotiators with low epistemic motivation. Thus, negotiating about larger numbers of issues was only beneficial for negotiators if they were motivated to think deeply and thoroughly.

Item Type: Article
Date Type: Publication
Status: Published
Schools: Psychology
Subjects: B Philosophy. Psychology. Religion > BF Psychology
Publisher: Wiley-Blackwell
ISSN: 0046-2772
Last Modified: 04 Jun 2017 03:52
URI: http://orca-mwe.cf.ac.uk/id/eprint/28253

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