Implementation intentions and the willful pursuit of prosocial goals in negotiations

Journal of Experimental Social Psychology

Volumn 43, Issue 4, 2007, Pages 579-598

  Trötschel, Roman ^a   Gollwitzer, Peter M ^b,c  

^a UNIVERSITY OF TRIER   (Germany)

^b UNIVERSITY OF KONSTANZ   (Germany)

^c NEW YORK UNIVERSITY   (United States)

Author keywords

Cognitive barriers; Cooperation; Negotiation; Self regulation; Social values

Indexed keywords

EID: 34249676817     PISSN: 00221031     EISSN: 10960465     Source Type: Journal    
DOI: 10.1016/j.jesp.2006.06.002     Document Type: Article

References (50)

1. Baron R.M., and Kenny D.A. The moderator-mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology 51 (1986) 1173-1182
2. Bayer, U. C., Moskowitz, G. B., & Gollwitzer, P. M. (2003). Implementation intentions and action initiation without conscious intent. Unpublished manuscript, University of Konstanz, Germany.
3. Bazerman M.H., Curhan J.R., Moore D.A., and Valley K.L. Negotiation. Annual Review of Psychology 51 (2000) 279-314
4. Bazerman M.H., Magliozzi T., and Neale M.A. Integrative bargaining in a competitive market. Organizational Behavior and Human Decision Processes 35 (1985) 294-313
5. Bottom W.P., and Studt A. Framing effects and the distributive aspect of integrative bargaining. Organizational Behavior and Human Decision Processes 56 (1993) 459-474
6. Brandstätter V., Lengfelder A., and Gollwitzer P.M. Implementation intentions and efficient action initiation. Journal of Personality and Social Psychology 81 (2001) 946-960
7. Carnevale, P. J. D., De Dreu, C. K. W., Rand, K., Keenan, P., & Gentile, S. (1994). Frames in bilateral negotiation: loss aversion versus risk attitude. Unpublished manuscript. University of Illinois at Urbana-Champaign.
8. De Cremer D., and Van Lange A.M.V. Why prosocials exhibit greater cooperation than proselfs: the roles of social responsibility and reciprocity. European Journal of Personality 15 (2001) 5-18
9. De Dreu C.K.W. Gain-loss-frame in outcome-interdependence: Does it influence equality or equity considerations?. European Journal of Social Psychology 26 (1996) 315-324
10. De Dreu C.K.W., and Boles T.L. Share and share alike or winner take all? The influence of social value orientation upon choice and recall of negotiation heuristics. Organizational Behavior and Human Decision Processes 76 (1998) 253-276
11. De Dreu C.K.W., and Carnevale P.J.D. Motivational basis of information processing and strategy in conflict and negotiation. Advances in Experimental Social Psychology 35 (2003) 235-291
12. De Dreu C.K.W., Carnevale P.J.D., Emans B.J.M., and Van de Vliert E. Effects of gain loss frames in negotiation: loss aversion, mismatching, and frame adoption. Organizational Behavior and Human Decision Processes 60 (1994) 90-107
13. De Dreu C.K.W., Carnevale P.J.D., Emans B.J.M., and Van de Vliert E. Outcome frames in bilateral negotiation: resistance to concession making and frame adoption. European Review of Social Psychology 6 (1995) 97-125
14. De Dreu C.K.W., and Van Lange P.A.M. The impact of social value orientations on negotiator cognition and behavior. Personality and Social Psychology Bulletin 21 (1995) 1178-1188
15. De Dreu C.K.W., Weingart L.R., and Kwon S. Influence of social motives on integrative negotiation: a meta-analytic review and test of two theories. Journal of Personality and Social Psychology 78 (2000) 889-905
16. Deutsch M. The resolution of conflict: Constructive and destructive decision processes (1973), Yale University Press, New Haven, CT
17. Giebels E., De Dreu C.K.W., and Van de Vliert E. Interdependence in negotiation: effect of exit options and social motive on distributive and integrative negotiation. European Journal of Social Psychology 30 (2000) 255-272
18. Gollwitzer P.M. Action-phases and mind sets. In: Higgins E.T., and Sorrention R.M. (Eds). Handbook of motivation and cognition Vol. 2 (1990), Guilford, New York 53-92
19. Gollwitzer P.M. Goal achievement: the role of intentions. European Review of Social Psychology 4 (1993) 141-185
20. Gollwitzer P.M. The volitional benefits of planning. In: Gollwitzer P.M., and Bargh J.A. (Eds). The psychology of action: Linking cognition and motivation to behavior (1996), Guilford, New York 287-312
21. Gollwitzer P.M. Implementation intentions. Strong effects of simple plans. American Psychologist 54 (1999) 493-503
22. Gollwitzer P.M., and Brandstätter V. Implementation intentions and effective goal pursuit. Journal of Personality and Social Psychology 73 (1997) 186-199
23. Gollwitzer P.M., Bayer U.C., and McCulloch K.C. The control of the unwanted. In: Hassin R., Uleman J., and Bargh J.A. (Eds). The new unconscious (2005), Oxford University Press, Oxford 485-515
24. Gollwitzer P.M., and Moskowitz G.B. Goal effects on action and cognition. In: Higgins E.T., and Kruglanski A.T. (Eds). Social psychology: Handbook of basic principles (1996), Guilford, New York 361-399
25. Gollwitzer P.M., and Schaal B. Metacognition in action: the importance of implementation intentions. Personality and Social Psychology Review 2 (1998) 124-136
26. Gollwitzer P.M., and Sheeran P. Implementation intentions and goal achievement: a meta-analysis of effects and processes. Advances in Experimental Social Psychology 36 (2006) 69-119
27. Guth W., Schmittberger R., and Schwarze B. An experimental analysis of ultimum bargaining. Journal of Economic Behavior and Organization 3 (1982) 367-388
28. Kahneman D. Reference points, anchors, norms, and mixed feelings. Organizational Behavior and Human Decision Processes 51 (1992) 296-312
29. Kahneman D., Knetsch J.L., and Thaler R. The endowment effect, loss aversion, and status quo bias. Journal of Economic Perspectives 5 (1991) 193-206
30. Kahneman D., and Tversky A. Prospect theory: an analysis of decision under risk. Econometrica 47 (1979) 263-291
31. Keppel G. Design and analysis: A researcher's handbook. 3rd ed. (1991), Prentice Hall, Englewood Cliffs, NJ
32. Lengfelder A., and Gollwitzer P.M. Reflective and reflexive action control in patients with frontal brain lesions. Neuropsychology 15 (2001) 80-100
33. Levin I.P., Schneider S.L., and Gaeth G.J. All frames are not created equal: a typology and critical analysis of framing effects. Organizational Behavior and Human Decision Processes 76 (1998) 149-188
34. Locke E.A., and Latham G.P. A theory of goal setting and task performance (1990), Prentice-Hall, Englewood Cliffs, NJ
35. Messick D.M., and McClintock C.G. Motivational bases of choice in experimental games. Journal of Experimental Social Psychology 4 (1968) 1-25
36. Mischel W., Cantor N., and Feldmann S. Principles of self-regulation: The nature of will-power and self-control. In: Higgins E.T., and Kruglanski A.W. (Eds). Social psychology: Handbook of basic principles (1996), Guilford, New York 329-360
37. Neale M.A., and Bazerman M.H. The effects of framing and negotiator overconfidence on bargaining behaviors and outcomes. Academy of Management Journal 28 (1985) 34-49
38. Oettingen G., Hönig G., and Gollwitzer P.M. Effective self-regulation of goal attainment. International Journal of Educational Research 33 (2000) 705-732
39. Olekalns M. Context, issues and frame as determinants of negotiated outcomes. British Journal of Social Psychology 33 (1994) 197-210
40. Olekalns M. Situational cues as moderators of the frame-outcome relationship. British Journal of Social Psychology 36 (1997) 191-209
41. Olekalns M., and Frey B.F. Market forces, negotiator frame and transaction outcomes. European Journal of Social Psychology 24 3 (1994) 403-416
42. Pillutla M.M., and Murnighan J.K. Unfairness, anger, and spite: Emotional rejections of ultimatum offers. Organizational Behavior and Human Decision Processes 68 (1996) 208-224
43. Pruitt D.G., and Carnevale P.J.D. Negotiation in social conflict (1993), Open University Press, Buckingham
44. Pruitt D.G., and Rubin J.Z. Social conflict: Escalation, statement and settlement (1986), McGraw-Hill, New York
45. Sobel M.E. Asymptotic intervals for indirect effects in structural equations models. In: Leinhart S. (Ed). Sociological methodology (1982), Jossey-Bass, San Francisco 290-312
46. Thaler R. Toward a positive theory of consumer choice. Journal of Economic Behavior and Organization 1 (1980) 39-60
47. Thaler R. Mental accounting and consumer choice. Marketing Science 4 (1985) 199-214
48. Thompson L., and Hrebec D. Lose-lose agreements in interdependent decision making. Psychological Bulletin 120 (1996) 396-409
49. Van Lange P.A.M. The pursuit of joint outcomes and equality in outcomes: an integrative model of social value orientation. Journal of Personality and Social Psychology 77 (1999) 337-349
50. Weingart L.R., Bennett R., and Brett J. The impact of consideration of issues and motivational orientation on group negotiation processes and outcomes. Journal of Applied Psychology 78 (1993) 504-517