Group Decision and Negotiation

, Volume 17, Issue 1, pp 31–49 | Cite as

Response modes in negotiation

  • Davide Pietroni
  • Gerben A. Van Kleef
  • Carsten K. W. De Dreu
Article

Abstract

Negotiators may respond to each other’s offers and demands in different ways. Whereas many negotiation experiments present participants with numerical information about offers and counteroffers (e.g., “I propose 6–8–2”; numerical response mode), real life negotiations often involve affective and evaluative statements (e.g., “I didn’t like your last offer, but I would be happy to explore alternatives”; affective response mode). The present research explores the differential consequences of responding in affective as opposed to numerical terms. Specifically, we predicted and found that affective responses increase the impact of social and contextual cues on negotiation behavior. Three studies demonstrate that the impact of other’s toughness (Experiment 1), other’s respectability (Experiment 2), and other’s appearance (Experiment 3) on a negotiator’s demands and concessions is greater when the other provides affective rather than numerical feedback.

Keywords

Negotiation Affect Information processing Social cues 

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Copyright information

© Springer Science + Business Media B.V. 2007

Authors and Affiliations

  • Davide Pietroni
    • 1
  • Gerben A. Van Kleef
    • 2
  • Carsten K. W. De Dreu
    • 2
  1. 1.University of ChietiPescaraItaly
  2. 2.Department of PsychologyUniversity of AmsterdamAmsterdamThe Netherlands

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