Response modes in negotiation


Negotiators may respond to each other’s offers and demands in different ways. Whereas many negotiation experiments present participants with numerical information about offers and counteroffers (e.g., “I propose 6–8–2”; numerical response mode), real life negotiations often involve affective and evaluative statements (e.g., “I didn’t like your last offer… (More)


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@inproceedings{Kleef2017ResponseMI, title={Response modes in negotiation}, author={D. van Kleef and G. A. de Dreu and Davide Pietroni and Gerben A. van Kleef and Carsten K. W. De Dreu}, year={2017} }