Determinants of Compromising Behavior in Negotiation
A Meta-Analysis
Bibliographic Data
| ID | 6284892 |
|---|---|
| Authors | Daniel Druckman (0000-0002-0003-5620, National Research Council, corresponding author) |
| Year | 1994 |
| Volume | 38 |
| Issue | 3 |
| Pages | 507-556 |
| Publication date | 1994-09-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Conflict Resolution (JOURNAL) |
| Journal identifiers | ISSN: 0022-0027 • E-ISSN: 1552-8766 |
| Publisher | SAGE Publications Inc (PUBLISHER) |
| DOI | 10.1177/0022002794038003007 |
| OpenAlex | W2160686961 |
| Language | EN |
| Citations received | 69 |
| References cited | 77 |
Effects of nine variables on compromising behavior and time to resolution were evaluated by a meta-analysis of published bargaining experiments reported over a 25-year period. The strongest effect sizes were obtained for the variables of negotiator's orientation, prenegotiation experience, time pressure, and the initial distance between positions. The orientation effect was particularly strong when it was communicated to bargainers by constituents or by the experimenter; the position distance effect was stronger for cognitive than for interest conflicts. Significantly weaker effect sizes were shown for opponent's concession strategy, representation, and accountability. The weakest effects occurred for the large versus small issues and visibility variables. These results challenge the assertion that group representation is a key determinant of competitive behavior in bargaining. Strong pressures on representatives to be accountable to their constituents did not increase the size of the effects. Analyses of differences in procedures used in the strongest and weakest effect size studies in each category suggest a number of conditions under which bargainers are likely to be intransigent
Assertion · Cognition · Econometrics · Economics · Microeconomics · Negotiation · Orientation (vector space · Political science · Position (finance · Representation (politics · Visibility · Computer Science · Conflict Management and Negotiation · Construction Project Management and Performance · Gender Diversity and Inequality · Mathematics · Psychology · Social Psychology
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One for all
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Procedures matter
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Conformity and deviation.
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The negotiator's dilemma
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The development of contractual norms in bargaining
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Relationships with opponent and partner in mixed-motive bargaining
Disputant and Mediator Behaviors Affecting Short-Term Success in Mediation
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Value Differences and Conflict Resolution
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Determinants of Resolving a Conflict of Interest
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Stages, Turning Points, and Crises
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Effects of representational roles and mediators on negotiation effectiveness
Effects of constituent trust and representative bargaining orientation on intergroup bargaining
Effects of the opponent's initial offer, concession magnitude and concession frequency on bargaining behavior
Looking and competing
Matching and mismatching
Effects of bargaining strategy and pressure to reach agreement in a stalemated negotiation
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Effects of cooperative, competitive, and individualistic goal structures on achievement
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| Unique citing works | 69 |
|---|---|
| Citations per year | 2,23 |
| Citation span | 1995 - 2026 (32) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 67 |