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- W93647560 abstract "It has been shown that concession timing can influence a negotiator's satisfaction with and judgment of the negotiation partner, the quality of the object, and the agreed upon price (Kwon & Weingart, 2000). This study tested whether the concession timing effect holds when a negotiator believes the other party is cooperatively oriented. The results suggest that a negotiator's belief about the other party's motivational orientation overrides the concession timing effect. Specifically, if the other party was believed to be cooperative, negotiators did not feel dissatisfied with the outcome or the negotiating partner, did not evaluate the quality and value of the object as being low, and did perceive the negotiating partner as credible, even when the other party made early concessions. A practical implication of this finding is that when a negotiator is perceived to be cooperatively oriented, that negotiator may not need to be tough in order to satisfy the other party and create a perception of credibility." @default.
- W93647560 created "2016-06-24" @default.
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- W93647560 date "2002-01-01" @default.
- W93647560 modified "2023-09-24" @default.
- W93647560 title "Do I Need to Be a Tough Negotiator All the Time?: Relationship Between Negotiators and the Concession Timing Effect" @default.
- W93647560 cites W2034442617 @default.
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- W93647560 doi "https://doi.org/10.2139/ssrn.324264" @default.
- W93647560 hasPublicationYear "2002" @default.
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