Perspective taking as a means to overcome motivational barriers in negotiations : When putting oneself into the opponent's shoes helps to walk toward agreements
Perspective taking as a means to overcome motivational barriers in negotiations : When putting oneself into the opponent's shoes helps to walk toward agreements
Loading...
Date
2011
Authors
Editors
Journal ISSN
Electronic ISSN
ISBN
Bibliographical data
Publisher
Series
URI (citable link)
DOI (citable link)
International patent number
Link to the license
EU project number
Project
Open Access publication
Collections
Title in another language
Publication type
Journal article
Publication status
Published in
Journal of Personality and Social Psychology ; 101 (2011), 4. - pp. 771-790. - eISSN 1939-1315
Abstract
Previous negotiation research predominantly focused on psychological factors that lead to suboptimal compromises as opposed to integrative agreements. Few studies systematically analyzed factors that impact the emergence of hurtful partial impasses (i.e., nonagreements on part of the issues). The present research investigates negotiators’ egoistic motivation as a determinant for the emergence of partial impasses. In addition, the authors seek to demonstrate that perspective taking serves as a powerful tool to avoid impasses and to overcome egoistic impediments. Specifically, it was predicted that within an integrative context perspective-takers succeed to exchange concessions on low- versus high-preference issues (i.e., logroll), thereby increasing their individual profits without inflicting hurtful losses upon their counterparts. Three studies were conducted to test these predictions. Study 1 reveals that whereas negotiators’ egoistic motivation increases the risk of partial impasses, perspective taking alleviates this risk. Study 2 demonstrates that this beneficial effect of a perspective-taking mindset is limited to integrative negotiations and does not emerge in a distributive context, in which negotiators are constrained to achieve selfish goals by inflicting hurtful losses on their counterparts. Study 3 confirms the assumption that in an integrative context egoistic perspective-takers overcome the risk of impasses by means of logrolling. The findings of the present studies are discussed with respect to their contribution to research on negotiations, social motivation, and perspective taking.
Summary in another language
Subject (DDC)
150 Psychology
Keywords
Conference
Review
undefined / . - undefined, undefined. - (undefined; undefined)
Cite This
ISO 690
TRÖTSCHEL, Roman, Joachim HÜFFMEIER, David D. LOSCHELDER, Katja SCHWARTZ, Peter M. GOLLWITZER, 2011. Perspective taking as a means to overcome motivational barriers in negotiations : When putting oneself into the opponent's shoes helps to walk toward agreements. In: Journal of Personality and Social Psychology. 101(4), pp. 771-790. eISSN 1939-1315. Available under: doi: 10.1037/a0023801BibTex
@article{Trotschel2011-10Persp-17117, year={2011}, doi={10.1037/a0023801}, title={Perspective taking as a means to overcome motivational barriers in negotiations : When putting oneself into the opponent's shoes helps to walk toward agreements}, number={4}, volume={101}, journal={Journal of Personality and Social Psychology}, pages={771--790}, author={Trötschel, Roman and Hüffmeier, Joachim and Loschelder, David D. and Schwartz, Katja and Gollwitzer, Peter M.} }
RDF
<rdf:RDF xmlns:dcterms="http://purl.org/dc/terms/" xmlns:dc="http://purl.org/dc/elements/1.1/" xmlns:rdf="http://www.w3.org/1999/02/22-rdf-syntax-ns#" xmlns:bibo="http://purl.org/ontology/bibo/" xmlns:dspace="http://digital-repositories.org/ontologies/dspace/0.1.0#" xmlns:foaf="http://xmlns.com/foaf/0.1/" xmlns:void="http://rdfs.org/ns/void#" xmlns:xsd="http://www.w3.org/2001/XMLSchema#" > <rdf:Description rdf:about="https://kops.uni-konstanz.de/server/rdf/resource/123456789/17117"> <dc:language>eng</dc:language> <dc:date rdf:datatype="http://www.w3.org/2001/XMLSchema#dateTime">2012-01-17T07:56:52Z</dc:date> <dc:rights>terms-of-use</dc:rights> <dc:contributor>Hüffmeier, Joachim</dc:contributor> <dcterms:hasPart rdf:resource="https://kops.uni-konstanz.de/bitstream/123456789/17117/2/gollwitzer_perspective.pdf"/> <dc:creator>Gollwitzer, Peter M.</dc:creator> <dcterms:bibliographicCitation>First publ. in: Journal of Personality and Social Psychology ; 101 (2011), 4. - S. 771-790</dcterms:bibliographicCitation> <dc:contributor>Gollwitzer, Peter M.</dc:contributor> <dcterms:available rdf:datatype="http://www.w3.org/2001/XMLSchema#dateTime">2012-10-31T23:25:04Z</dcterms:available> <dcterms:issued>2011-10</dcterms:issued> <dspace:isPartOfCollection rdf:resource="https://kops.uni-konstanz.de/server/rdf/resource/123456789/43"/> <dspace:hasBitstream rdf:resource="https://kops.uni-konstanz.de/bitstream/123456789/17117/2/gollwitzer_perspective.pdf"/> <foaf:homepage rdf:resource="http://localhost:8080/"/> <dc:creator>Hüffmeier, Joachim</dc:creator> <dc:creator>Loschelder, David D.</dc:creator> <dc:contributor>Loschelder, David D.</dc:contributor> <dc:creator>Schwartz, Katja</dc:creator> <bibo:uri rdf:resource="http://kops.uni-konstanz.de/handle/123456789/17117"/> <dcterms:abstract xml:lang="eng">Previous negotiation research predominantly focused on psychological factors that lead to suboptimal compromises as opposed to integrative agreements. Few studies systematically analyzed factors that impact the emergence of hurtful partial impasses (i.e., nonagreements on part of the issues). The present research investigates negotiators’ egoistic motivation as a determinant for the emergence of partial impasses. In addition, the authors seek to demonstrate that perspective taking serves as a powerful tool to avoid impasses and to overcome egoistic impediments. Specifically, it was predicted that within an integrative context perspective-takers succeed to exchange concessions on low- versus high-preference issues (i.e., logroll), thereby increasing their individual profits without inflicting hurtful losses upon their counterparts. Three studies were conducted to test these predictions. Study 1 reveals that whereas negotiators’ egoistic motivation increases the risk of partial impasses, perspective taking alleviates this risk. Study 2 demonstrates that this beneficial effect of a perspective-taking mindset is limited to integrative negotiations and does not emerge in a distributive context, in which negotiators are constrained to achieve selfish goals by inflicting hurtful losses on their counterparts. Study 3 confirms the assumption that in an integrative context egoistic perspective-takers overcome the risk of impasses by means of logrolling. The findings of the present studies are discussed with respect to their contribution to research on negotiations, social motivation, and perspective taking.</dcterms:abstract> <dc:contributor>Trötschel, Roman</dc:contributor> <dcterms:rights rdf:resource="https://rightsstatements.org/page/InC/1.0/"/> <dc:creator>Trötschel, Roman</dc:creator> <void:sparqlEndpoint rdf:resource="http://localhost/fuseki/dspace/sparql"/> <dc:contributor>Schwartz, Katja</dc:contributor> <dcterms:isPartOf rdf:resource="https://kops.uni-konstanz.de/server/rdf/resource/123456789/43"/> <dcterms:title>Perspective taking as a means to overcome motivational barriers in negotiations : When putting oneself into the opponent's shoes helps to walk toward agreements</dcterms:title> </rdf:Description> </rdf:RDF>
Internal note
xmlui.Submission.submit.DescribeStep.inputForms.label.kops_note_fromSubmitter
Examination date of dissertation
Method of financing
Comment on publication
Alliance license
Corresponding Authors der Uni Konstanz vorhanden
International Co-Authors
Bibliography of Konstanz
Yes