Lay Theories of Integration and Distribution, Convergent Expectations, and Motivation in Bilateral Negotiation

The present study examined the influence of lay theory, convergent expectations, and motivation on negotiation behavior and outcome. Lay theory of negotiation was defined as schemas people have of negotiations, and convergent expectations as the explicit knowledge a negotiator has that the opposing negotiator has the same lay theory as he or she does. Research participants took part in a negotiation (for points), in which maximizing mutual point earnings was possible through a trade-off. Prior to the negotiation, participants were led to believe that maximizing mutual point earnings was possible, or not possible, in the negotiation (integrative vs. distributive lay theory); and negotiating dyads either knew that they shared the same lay theory or did not know this (converging vs. non-converging expectations). Lastly, negotiators, all of whom had high concern for self-earnings, either had high or low concern for the opposing negotiator's earnings (prosocial vs. proself motivation). The results showed that negotiators' motivation and cognition (i.e., lay theory) had independent effects on perceptions of the negotiation, negotiation process, and outcomes. Also, negotiating dyads with the integrative lay theory achieved earnings that were more equal than those with the distributive lay theory did. Lastly, the results showed that, regardless of the lay theory or motivation, negotiating dyads that had converging expectations cooperated more during the negotiation compared to those who did not. The last result provides an optimistic view of negotiations. It suggests that even in situations where negotiating parties have high concern for self-gain, those who develop a common understanding of the negotiation situation and explicitly share that common understanding prior to the negotiation can promote greater cooperation in the negotiation. The implications of this and other results are discussed further.

Name thesis:degree_name

Ph.D.

Level thesis:degree_level

Dissertation

Discipline thesis:degree_discipline

Psychology

Grantor

University of Illinois at Urbana-Champaign

Year dc:date

2015

Author dc:creator

• Choi, Dong Won

Contributors dc:contributor

• Peter Carnevale

• Business Administration, Management

Language dc:language

eng

Identifier

(MiAaPQ)AAI3111532

OAI identifier oai:identifier

oai:www.ideals.illinois.edu:2142/82052