Perspective Taking as a Means to Overcome Motivational Barriers in Negotiations: When Putting Oneself Into the Opponent's Shoes Helps to Walk Toward Agreements

Journal of Personality and Social Psychology

Volumn 101, Issue 4, 2011, Pages 771-790

  Trötschel, Roman ^a   Hüffmeier, Joachim ^b   Loschelder, David D ^a   Schwartz, Katja ^c   Gollwitzer, Peter M ^d,e  

^a UNIVERSITY OF TRIER   (Germany)

^b UNIVERSITY OF MÜNSTER   (Germany)

^c UNIVERSITY OF KIEL   (Germany)

^d UNIVERSITY OF KONSTANZ   (Germany)

^e NEW YORK UNIVERSITY   (United States)

Author keywords

Logrolling; Negotiation; Partial impasses; Perspective taking; Social motivation

Indexed keywords

ADULT; ARTICLE; BEHAVIOR; COOPERATION; EGO; FEMALE; GERMANY; HUMAN; HUMAN RELATION; INTERPERSONAL COMMUNICATION; MALE; MOTIVATION; PERCEPTION; PHYSIOLOGY; PSYCHOLOGICAL ASPECT; STUDENT;

ADULT; COMMUNICATION; COOPERATIVE BEHAVIOR; EGO; FEMALE; GERMANY; HUMANS; INTENTION; INTERPERSONAL RELATIONS; MALE; MOTIVATION; NEGOTIATING; SOCIAL PERCEPTION; STUDENTS; YOUNG ADULT;

EID: 80053317122     PISSN: 00223514     EISSN: None     Source Type: Journal    
DOI: 10.1037/a0023801     Document Type: Article

References (82)

1. Atkins D.C., Gallop R.J. Rethinking how family researchers model infrequent outcomes: A tutorial on count regression and zero-inflated models. Journal of Family Psychology 2007, 21:726-735. 10.1037/0893-3200.21.4.726.
2. Bargh J.A., Chartrand T.L. The mind in the middle: A practical guide to priming and automaticity research. Handbook of research methods in social and personality psychology 2000, 253-285. Cambridge University Press, Cambridge, England. H.T. Reis, C.M. Judd (Eds.).
3. Bargh J.A., Gollwitzer P.M., Lee-Chai A., Barndollar K., Trötschel R. Nonconscious activation and pursuit of behavioral goals. Journal of Personality and Social Psychology 2001, 81:1014-1027. 10.1037/0022-3514.81.6.1014.
4. Bartos O.J. Process and outcome in negotiation 1974, Columbia University Press, New York, NY.
5. Batson C.D. The altruism question: Toward a social-psychological answer 1991, Erlbaum, Hillsdale, NJ.
6. Batson C.D., Ahmad N. Empathy-induced altruism in a prisoner's dilemma II: What if the target of empathy has defected?. European Journal of Social Psychology 2001, 31:25-36. 10.1002/ejsp.26.
7. Batson C.D., Ahmad N., Lishner D.A. Empathy and altruism. Oxford handbook of positive psychology 2009, 417-426. Oxford University Press, Oxford, England. S.J. Lopez, C.R. Snyder (Eds.).
8. Batson C.D., Batson J.G., Todd R.M., Brummett B.H., Shaw L.L., Aldeguer C.M.R. Empathy and the collective good: Caring for one of the others in a social dilemma. Journal of Personality and Social Psychology 1995, 68:619-631. 10.1037/0022-3514.68.4.619.
9. Batson C.D., Chang J., Orr R., Rowland J. Empathy, attitudes, and action: Can feeling for a member of a stigmatized group motivate one to help the group?. Personality and Social Psychology Bulletin 2002, 28:1656-1666. 10.1177/014616702237647.
10. Batson C.D., Moran T. Empathy-induced altruism in a prisoner's dilemma. European Journal of Social Psychology 1999, 29:909-924. 10.1002/(SICI)1099-0992(199911)29:7<909::AID-EJSP965>3.0.CO;2-L.
11. Batson C.D., Polycarpou M.P., Harmon-Jones E., Imhoff H.J., Mitchener E.C., Bednar L.L., Highberger L. Empathy and attitudes: Can feeling for a member of a stigmatized group improve feelings toward the group?. Journal of Personality and Social Psychology 1997, 72:105-118. 10.1037/0022-3514.72.1.105.
12. Bazerman M.H., Moore D.A., Gillespie J.J. The human mind as a barrier to wiser environmental agreements. American Behavioral Scientist 1999, 42:1277-1300. 10.1177/00027649921954868.
13. Bazerman M.H., Neale M. Heuristics in negotiation: Limitations to effective dispute resolution. Negotiating in organizations 1983, 51-67. Sage, Beverly Hills, CA. M.H. Bazerman, R.J. Lewicki (Eds.).
14. Beersma B., De Dreu C.K.W. Integrative and distributive negotiation in small groups: Effects of task structure, decision rule, and social motive. Organizational Behavior and Human Decision Processes 2002, 87:227-252. 10.1006/obhd.2001.2964.
15. Benton A.A., Kelley H.H., Liebling B. Effects of extremity of offers and concession rate on the outcomes of bargaining. Journal of Personality and Social Psychology 1972, 24:73-83. 10.1037/h0033368.
16. Ben-Yoav O., Pruitt D.G. Accountability to constituents: A two-edged sword. Organizational Behavior and Human Performance 1984, 34:283-295. 10.1016/0030-5073(84)90040-0.
17. Carnevale P.J.D., De Dreu C.K.W. Motive: The negotiator's raison d'être. Negotiation theory and research 2006, 55-76. Psychological Press, New York, NY. L. Thompson (Ed.).
18. Carnevale P.J.D., Lawler E.J. Time pressure and the development of integrative agreements in bilateral negotiations. Journal of Conflict Resolution 1986, 30:636-659. 10.1177/0022002786030004003.
19. Chaiken S., Trope Y. Dual-process theories in social psychology 1999, Guilford Press, New York, NY.
20. Coxe S., West S.G., Aiken L.S. The analysis of count data: A gentle introduction to Poisson regression and its alternatives. Journal of Personality Assessment 2009, 91:121-136. 10.1080/00223890802634175.
21. Davis M.H. Measuring individual differences in empathy: Evidence for a multidimensional approach. Journal of Personality and Social Psychology 1983, 44:113-126. 10.1037/0022-3514.44.1.113.
22. De Dreu C.K.W., Carnevale P.J.D. Motivational bases for information processing and strategic choice in conflict and negotiation. Advances in experimental social psychology 2003, Vol. 35:235-291. Academic Press, New York, NY. M.P. Zanna (Ed.).
23. De Dreu C.K.W., Giebels E., Van de Vliert E. Social motives and trust in integrative negotiation: Disruptive effects of punitive capability. Journal of Applied Psychology 1998, 83:408-422. 10.1037/0021-9010.83.3.408.
24. De Dreu C.K.W., Koole S.L., Steinel W. Unfixing the fixed pie: A motivated-information-processing approach to integrative negotiations. Journal of Personality and Social Psychology 2000, 79:975-987. 10.1037/0022-3514.79.6.975.
25. De Dreu C.K.W., Nijstad B.A., Van Knippenberg D. Motivated information processing in group judgment and decision making. Personality and Social Psychology Review 2008, 12:22-49. 10.1177/1088868307304092.
26. De Dreu C.K.W., Van Lange P.A. The impact of social value orientations on negotiator cognition and behavior. Personality and Social Psychology Bulletin 1995, 21:1178-1188. 10.1177/01461672952111006.
27. De Dreu C.K.W., Weingart L.R., Kwon S. Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. Journal of Personality and Social Psychology 2000, 78:889-905. 10.1037/0022-3514.78.5.889.
28. Dovidio J.F., Ten Vergert M., Stewart T.L., Gaertner S.L., Johnson J.D., Esses V.M., Pearson A.R. Perspective and prejudice: Antecedents and mediating mechanisms. Personality and Social Psychology Bulletin 2004, 30:1537-1549. 10.1177/0146167204271177.
29. Drolet A., Larrick R., Morris M.W. Thinking of others: How perspective taking changes negotiators' aspirations and fairness perceptions as a function of negotiator relationships. Basic and Applied Social Psychology 1998, 20:23-31. 10.1207/s15324834basp2001_3.
30. Efron B. Better bootstrap confidence intervals. Journal of the American Statistical Association 1987, 82:171-185. 10.2307/2289144.
31. Elhai J.D., Calhoun P.S., Ford J.D. Statistical procedures for analyzing mental health services data. Psychiatry Research 2008, 160:129-136. 10.1016/j.psychres.2007.07.003.
32. Epley N., Caruso E.M., Bazerman M.H. When perspective taking increases taking: Reactive egoism in social interaction. Journal of Personality and Social Psychology 2006, 91:872-889. 10.1037/0022-3514.91.5.872.
33. Fisher R., Ury W. Getting to yes: Negotiation agreement without giving in 1981, Houghton Mifflin, Boston, MA, [Roger].
34. 2 from contingency tables, and the calculation of P. Journal of the Royal Statistical Society 1922, 85:87-94. 10.2307/2340521.
35. Froman L.A., Cohen M.D. Compromise and logroll: Comparing the efficiency of two bargaining processes. Behavioral Science 1970, 15:180-183. 10.1002/bs.3830150209.
36. Galinsky A.D., Ku G. The effects of perspective taking on prejudice: The moderating role of self-evaluation. Personality and Social Psychology Bulletin 2004, 30:594-604. 10.1177/0146167203262802.
37. Galinsky A.D., Maddux W.W., Gilin D., White J.B. Why it pays to get inside the head of your opponent: The differential effects of perspective taking and empathy in negotiations. Psychological Science 2008, 19:378-384. 10.1111/j.1467-9280.2008.02096.x.
38. Galinsky A.D., Moskowitz G.B. Perspective taking: Decreasing stereotype expression, stereotype accessibility, and in-group favoritism. Journal of Personality and Social Psychology 2000, 78:708-724. 10.1037/0022-3514.78.4.708.
39. Galinsky A.D., Mussweiler T. First offers as anchors: The role of perspective taking and negotiator focus. Journal of Personality and Social Psychology 2001, 81:657-669. 10.1037/0022-3514.81.4.657.
40. Gardner W., Mulvey E.P., Shaw E. Regression analyses of counts and rates: Poisson, overdispersed Poisson, and negative binomial models. Psychological Bulletin 1995, 118:392-404. 10.1037/0033-2909.118.3.392.
41. Giacomantonio M., De Dreu C.K.W., Mannetti L. Now you see it, now you don't: Interests, issues, and psychological distance in integrative negotiation. Journal of Personality and Social Psychology 2010, 98:761-774. 10.1037/a0017879.
42. Giebels E., De Dreu C.K.W., Van de Vliert E. Interdependence in negotiation: Impact of exit options and social motives on distributive and integrative negotiation. European Journal of Social Psychology 2000, 30:255-272. 10.1002/(SICI)1099-0992(200003/04)30:2<255::AID-EJSP991>3.0.CO;2-7 .
43. Gollwitzer P.M. Action phases and mindsets. Handbook of motivation and cognition: Foundations of social behavior 1990, 53-92. Guilford Press, New York, NY. E.T. Higgins, R.M. Sorrentino (Eds.).
44. Gollwitzer P.M., Bayer U.C. Deliberative versus implemental mindsets in the control of action. Dual-process theories in social psychology 1999, 403-422. Guilford Press, New York, NY. S. Chaiken, Y. Trope (Eds.).
45. Hamner W.C. Effects of bargaining strategy and pressure to reach agreement in a stalemated negotiation. Journal of Personality and Social Psychology 1974, 30:458-467. 10.1037/h0037026.
46. Kemp K.E., Smith W.P. Information exchange, toughness, and integrative bargaining: The roles of explicit cues and perspective taking. International Journal of Conflict Management 1994, 5:5-21. 10.1108/eb022734.
47. Kenny D.A., Kashy D.A., Cook W.L. Dyadic data analysis 2006, Guilford Press, New York, NY.
48. Kimmel M.J., Pruitt D.G., Magenau J.M., Konar-Goldband E., Carnevale P.J. Effects of trust, aspiration, and gender on negotiation tactics. Journal of Personality and Social Psychology 1980, 38:9-22. 10.1037/0022-3514.38.1.9.
49. Kruglanski A.W., Webster D.M. Motivated closing of the mind: " Seizing and freezing." Psychological Review 1996, 103:263-283. 10.1037/0033-295X.103.2.263.
50. Lewis S.A., Fry W.R. Effects of visual access and orientation on the discovery of integrative bargaining situations. Organizational Behavior and Human Performance 1977, 20:75-92. 10.1016/0030-5073(77)90045-9.
51. Loschelder D.D., Trötschel R. Overcoming the competitiveness of an intergroup context: Third-party intervention in intergroup negotiations. Group Processes & Intergroup Relations 2010, 13:795-815. 10.1177/1368430210374482.
52. Moran S., Ritov I. Experience in integrative negotiations: What needs to be learned?. Journal of Experimental Social Psychology 2007, 43:77-90. 10.1016/j.jesp.2006.01.003.
53. Muller D., Judd C.M., Yzerbyt V.Y. When moderation is mediated and mediation is moderated. Journal of Personality and Social Psychology 2005, 89:852-863. 10.1037/0022-3514.89.6.852.
54. Nash J. The bargaining problem. Econometrica 1950, 18:155-162. 10.2307/1907266.
55. Neale M.A., Bazerman M.H. The effects of framing and negotiator overconfidence on bargaining behaviors and outcomes. Academy of Management Journal 1985, 28:34-49. 10.2307/256060.
56. Preacher K.J., Hayes A.F. Contemporary approaches to assessing mediation in communication research. The Sage sourcebook of advanced data analysis methods for communication research 2008, 13-54. Sage, Thousand Oaks, CA. A.F. Hayes, M.D. Slater, L.B. Snyder (Eds.).
57. Preacher K.J., Rucker D.D., Hayes A.F. Assessing moderated mediation hypotheses: Theory, methods, and prescriptions. Multivariate Behavioral Research 2007, 42:185-227.
58. Pruitt D.G. Social conflict. Handbook of social psychology 1998, Vol. 2:470-503. McGraw-Hill, New York, NY. 4th ed. D. Gilbert, S.T. Fiske, G. Lindzey (Eds.).
59. Pruitt D.G., Carnevale P.J. Negotiation in social conflict 1993, Open University Press, Buckingham, England.
60. Pruitt D.G., Lewis S.A. Development of integrative solutions in bilateral negotiation. Journal of Personality and Social Psychology 1975, 31:621-633. 10.1037/0022-3514.31.4.621.
61. Pruitt D.G., Rubin J.Z. Social conflict: Escalation, stalemate, and settlement 1986, Random House, New York, NY.
62. Raiffa H. The art and science of negotiation 1982, Harvard University Press, Cambridge, MA.
63. Roßnagel C. Cognitive load and perspective-taking: Applying the automatic-controlled distinction to verbal communication. European Journal of Social Psychology 2000, 30:429-445. 10.1002/(SICI)1099-0992(200005/06)30:3<429::AID-EJSP3>3.0.CO;2-V.
64. Snedecor G.W., Cochran W.G. Statistical methods 1989, Iowa State University Press, Ames, IA.
65. Sokal R.R., Rohlf F.J. Biometry: The principles and practice of statistics in biological research 1995, Freeman, New York, NY.
66. Tabachnick B.G., Fidell L.S. Computer assisted research design and analysis 2000, Allyn & Bacon, Boston, MA.
67. Taylor S.E., Gollwitzer P.M. Effects of mindset on positive illusions. Journal of Personality and Social Psychology 1995, 69:213-226. 10.1037/0022-3514.69.2.213.
68. Ten Velden F.S.T., Beersma B., De Dreu C.K.W. Majority and minority influence in group negotiation: The moderating effects of social motivation and decision rules. Journal of Applied Psychology 2007, 92:259-268. 10.1037/0021-9010.92.1.259.
69. Thompson L. Negotiation behavior and outcomes: Empirical evidence and theoretical issues. Psychological Bulletin 1990, 108:515-532. 10.1037/0033-2909.108.3.515.
70. Thompson L. " They saw a negotiation": Partisanship and involvement. Journal of Personality and Social Psychology 1995, 68:839-853. 10.1037/0022-3514.68.5.839.
71. Thompson L. Negotiation theory and research 2006, Psychological Press, New York, NY.
72. Thompson L. The mind and heart of the negotiator 2008, Prentice Hall, New York, NY.
73. Thompson L., Hastie R. Social perception in negotiation. Organizational Behavior and Human Decision Processes 1990, 47:98-123. 10.1016/0749-5978(90)90048-E.
74. Tjosvold D., Johnson D.W. The effects of controversy on cognitive perspective-taking. Journal of Educational Psychology 1977, 69:679-685. 10.1037/0022-0663.69.6.679.
75. Tjosvold D., Johnson D.W. Controversy, cooperation and competition, and accuracy of cognitive perspective-taking. Contemporary Educational Psychology 1978, 3:376-386. 10.1016/0361-476X(78)90040-1.
76. Tripp T.M., Sondak H. An evaluation of dependent variables in experimental negotiation studies: Impasse rates and Pareto efficiency. Organizational Behavior and Human Decision Processes 1992, 51:273-295. 10.1016/0749-5978(92)90014-X.
77. Trötschel R., Gollwitzer P.M. Implementation intentions and the willful pursuit of prosocial goals in negotiations. Journal of Experimental Social Psychology 2007, 43:579-598. 10.1016/j.jesp.2006.06.002.
78. Trötschel R., Hüffmeier J., Loschelder D.D. When yielding pieces of the pie is not a piece of cake: Identity-based intergroup effects in negotiations. Group Processes & Intergroup Relations 2010, 13:741-763. 10.1177/1368430210374608.
79. Weingart L.R., Bennett R.J., Brett J.M. The impact of consideration of issues and motivational orientation on group negotiation process and outcome. Journal of Applied Psychology 1993, 78:504-517. 10.1037/0021-9010.78.3.504.
80. Weingart L.R., Thompson L., Bazerman M.H., Carroll J.S. Tactical behavior and negotiation outcomes. International Journal of Conflict Management 1990, 1:7-31. 10.1108/eb022670.
81. Zar J.H. Biostatistical analysis 1999, Prentice Hall, Upper Saddle River, NJ.
82. Zoellick R. Two plus four: The lesson of German unification. Business Publications: National Interest http://findarticles.com/p/articles/mi_m2751/is_2000_Fall/ai_65576869/?ta g=content;col1.