Getting stuck or stepping back: effects of obstacles and construal level in the negotiation of creative solutions
Journal of Experimental Social Psychology
Faculty of Social and Behavioural Sciences (FMG)
Psychology Research Institute (PsyRes)
Difficult issues in negotiation act as interfering forces but their effects on negotiation processes and outcomes are unclear.
Perhaps facing such obstacles leads individuals to take a step back, attend to the big picture and, therefore, to be able
to craft creative, mutually beneficial solutions. Alternatively, facing obstacles may lead negotiators to focus narrowly on
the obstacle issue, so that they no longer consider issues simultaneously, and forego the possibility to reach high quality,
integrative agreements. Three experiments involving face-to-face negotiation support the "getting stuck" hypothesis, but only
when negotiators are in a local processing mode and not when they are in a global processing mode. Implications for the art
and science of negotiation, and for construal level theory, are discussed.
go to publisher's site
If you believe that digital publication of certain material infringes any of your rights or (privacy) interests, please let
the Library know, stating your reasons. In case of a legitimate complaint, the Library will make the material inaccessible
and/or remove it from the website. Please Ask the Library, or send a letter to: Library of the University of Amsterdam, Secretariat, Singel 425, 1012 WP Amsterdam, The Netherlands.
You will be contacted as soon as possible.