Overcoming judgmental biases in negotiations: a scenario-based survey analysis on third party direct intervention

Caputo, Andrea (2016) Overcoming judgmental biases in negotiations: a scenario-based survey analysis on third party direct intervention. Journal of Business Research . pp. 4304-4312. ISSN 0148-2963

Documents
2016-JBR-Overcoming judgmental biases in negotiations-Caputo.pdf

Request a copy
[img] PDF
2016-JBR-Overcoming judgmental biases in negotiations-Caputo.pdf - Whole Document
Restricted to Repository staff only until 16 April 2019.

325kB
Item Type:Article
Item Status:Live Archive

Abstract

In many business negotiations, negotiators fail to identify and consequently exploit the integrative potential that underlies their interests and positions, due to cognitive biases preventing clear information processing. Such biases can be overcome through the intervention of external parties. This study explores perceptions of a new form of external intervention un negotiations to overcome cognitive biases and reach integrative agreements: third party direct intervention. This study contributes first to the understanding of challenges and solutions to reaching integrative agreements; second, to increasing knowledge about individual differences in negotiation; third, to developing a novel methodological approach to study negotiations by creating and validating a case scenario using vignettes. Based on data collected from a sample of fifty-six experienced managers, findings show that this form of intervention increased the creation of value, fairness and the likelihood of reaching an agreement. Individual differences were found in terms of personality traits, gender, and education.

Keywords:Integrative Negotiation, Cognitive Bias, Third Party, Individual differences, Managers, NotOAChecked
Subjects:N Business and Administrative studies > N100 Business studies
N Business and Administrative studies > N200 Management studies
N Business and Administrative studies > N211 Strategic Management
Divisions:Lincoln International Business School
Related URLs:
ID Code:22819
Deposited On:05 Apr 2016 13:20

Repository Staff Only: item control page