Unfixing the fixed pie: a motivated information-processing approach to integrative negotiation.

@article{Dreu2000UnfixingTF,
  title={Unfixing the fixed pie: a motivated information-processing approach to integrative negotiation.},
  author={Carsten K W De Dreu and Sander L. Koole and Wolfgang Steinel},
  journal={Journal of personality and social psychology},
  year={2000},
  volume={79 6},
  pages={
          975-87
        }
}
Negotiators tend to believe that own and other's outcomes are diametrically opposed. When such fixed-pie perceptions (FPPs) are not revised during negotiation, integrative agreements are unlikely. It was predicted that accuracy motivation helps negotiators to release their FPPs. In 2 experiments, accuracy motivation was manipulated by (not) holding negotiators accountable for the manner in which they negotiated. Experiment 1 showed that accountability reduced FPPs during face-to-face… CONTINUE READING

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