Regulatory focus at the bargaining table: promoting distributive and integrative success.

@article{Galinsky2005RegulatoryFA,
  title={Regulatory focus at the bargaining table: promoting distributive and integrative success.},
  author={Adam D. Galinsky and Geoffrey J. Leonardelli and Gerardo A. Okhuysen and Thomas Mussweiler},
  journal={Personality & social psychology bulletin},
  year={2005},
  volume={31 8},
  pages={1087-98}
}
The authors demonstrate that in dyadic negotiations, negotiators with a promotion regulatory focus achieve superior outcomes than negotiators with prevention regulatory focus in two ways. First, a promotion focus leads negotiators to claim more resources at the bargaining table. In the first two studies, promotion-focused negotiators paid more attention to their target prices(i.e., their ideal outcomes) and achieved more advantageous distributive outcomes than did prevention-focused negotiators… CONTINUE READING

2 Figures & Tables

Topic