#3309. Integration Through Redefinition: Revisiting the Role of Negotiators’ Goals

October 2026publication date
Proposal available till 18-05-2025
4 total number of authors per manuscript0 $

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Journal’s subject area:
Social Sciences (all);
Arts and Humanities (miscellaneous);
Strategy and Management;
Management of Technology and Innovation;
Decision Sciences (all);
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Abstract:
Effective negotiation rests in part on generating integrative agreements, or agreements advancing parties’ interests through generating joint gains. Theorists have outlined multiple possibilities to achieve integrative agreements, but negotiation research relies disproportionately on studies of one method of integration—making efficient tradeoffs on existing issues. Doing so encourages revisiting the role goals play in negotiation. Study 1 found that positive and negative bargaining zones are not just indicators of agreement rates, but also cues to consider redefining issues. Specifically, negative bargaining zones spurred attempts to create value that positive bargaining zones did not. Study 2 found that focusing on interests was useful for redefining issues, whereas focusing on ambitious targets was no better than focusing on reservation points.
Keywords:
Bargaining zone; Goal setting; Integration; Interest pursuit; Negotiation

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