C.K.W. de Dreu
E. van de Vliert
- The influence of own cognitive and other`s communicated gain or loss frame on negotiator behavior
- The International Journal of Conflict Management
- Volume | Issue number
- 3 | 2
- Pages (from-to)
- Document type
- Faculty of Social and Behavioural Sciences (FMG)
- Psychology Research Institute (PsyRes)
Investigated the influence of own cognitive and other's communicated gain or loss frame on negotiation behavior. Research has shown that negotiators are more cooperative when they code their prospective outcomes as gains (gain frame) instead of as losses (loss frame). It is argued that frames are communicated and that negotiators are influenced not only by their own frames, but by other's communicated frame as well. This proposition was tested on 141 undergraduates using a 2 * 3 design, manipulating the negotiator's own frame (gains/losses) and other's communicated frame (gains/losses/not given). Results suggest that a negotiator's (cognitive) frames develop and change as a function of their opponent's communicated frame. When 2 negotiators have different frames, the gain framed negotiator adopts the other's loss frame more readily than vice versa."
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