An empirical framework for examining negotiation processes and outcomes

Abstract

The purpose of the study was to develop an empirical framework to help understand the process and outcome of negotiation. To achieve this objective the following components were examined: situation, including the availability of communications, time constraints, personality compatibility, and conflict intensity, social power strategies, including reward reducing and reward‐extending power tactics, expectation information and coordination processes, and personality traits relevant to the negotiation situation. The following hypothesis was designed to test part of the proposed model: pre‐negotiation expectations, the use of power strategies, and individual personality traits will, in combination, predict significantly negotiation outcome. The confirmation of this hypothesis indicated that pre‐negotiation expectations and social power strategy implementation were the most significant predictors of outcome.