Outcome and Process Accountability in Negotiation: A Motivated Information-Processing Approach
Autor(a) principal: | |
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Data de Publicação: | 2011 |
Tipo de documento: | Artigo |
Idioma: | por |
Título da fonte: | Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
Texto Completo: | https://doi.org/10.14195/1647-8606_55_18 |
Resumo: | Past research indicate that negotiators under outcome accountability, compared to non-accountable ones, are more prone to competitive behavior which leads to suboptimal agreements, even when there is the possibility of obtaining higher joint gain. However, recent research showed that negotiators under process accountability made more accurate estimates of the other party’s preferences and interests and obtained higher joint gain than the non-accountable counterparts. Moreover, there’s some evidence that equality in gain sharing may be moderated by social motives. The current study with professional negotiators (N = 88) focus on the effects of both outcome and process accountability on the negotiation processes in a prosocial climate. Results indicate that accountable negotiators tend to maximize the agreement’s value, thus suggesting a positive influence of the interaction of these two variables on the negotiation’s outcomes and processes. Non-accountable negotiators and negotiators held accountable only for outcome tend to get lower gains than those obtained by the negotiators under process accountability, although they are prone to divide gains more equitably. Theoretical implications of these results as well as its consequences for the negotiation practice in organizations are discussed. |
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Outcome and Process Accountability in Negotiation: A Motivated Information-Processing ApproachNegociaçãoresponsabilizaçãomotivação socialprocessamento de informaçãoNegotiationaccountabilitysocial motivationinformation processingPast research indicate that negotiators under outcome accountability, compared to non-accountable ones, are more prone to competitive behavior which leads to suboptimal agreements, even when there is the possibility of obtaining higher joint gain. However, recent research showed that negotiators under process accountability made more accurate estimates of the other party’s preferences and interests and obtained higher joint gain than the non-accountable counterparts. Moreover, there’s some evidence that equality in gain sharing may be moderated by social motives. The current study with professional negotiators (N = 88) focus on the effects of both outcome and process accountability on the negotiation processes in a prosocial climate. Results indicate that accountable negotiators tend to maximize the agreement’s value, thus suggesting a positive influence of the interaction of these two variables on the negotiation’s outcomes and processes. Non-accountable negotiators and negotiators held accountable only for outcome tend to get lower gains than those obtained by the negotiators under process accountability, although they are prone to divide gains more equitably. Theoretical implications of these results as well as its consequences for the negotiation practice in organizations are discussed.Pesquisas anteriores indicam que os negociadores responsabilizados por resultados, em comparação com os não responsabilizados, são mais propensos a um comportamento competitivo, o que conduz a acordos sub-óptimos mesmo quando existe a possibilidade de obtenção de maior ganho conjunto. Contudo, pesquisas recentes mostraram que os negociadores sob responsabilização de processo fazem estimativas mais precisas das preferências e dos interesses da outra parte e obtêm ganhos conjuntos mais elevados do que os não responsabilizados. Além disso, existem algumas evidências de que a igualdade na partilha de ganhos pode ser moderada por motivos sociais. O presente estudo com negociadores profissionais (N = 88) incide nos efeitos simultâneos da responsabilização por processo e por resultado sobre os processos de negociação num clima pró-social. Os resultados indicam que os negociadores responsabilizados simultaneamente por processo e por resultado tendem a maximizar o valor do acordo, sugerindo uma influência positiva da interacção destas duas variáveis sobre a qualidade dos acordos. Os negociadores não responsabilizados e os que estão responsabilizados apenas pelo resultado tendem a obter ganhos conjuntos mais fracos do que os obtidos pelos negociadores sob responsabilização pelo processo, embora dividam os ganhos de forma mais igualitária. São discutidas as implicações teóricas destes resultados bem como as consequências para as práticas de negociação nas organizações.Imprensa da Universidade de Coimbra2011-07-01info:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/articleapplication/pdfhttps://doi.org/10.14195/1647-8606_55_18https://doi.org/10.14195/1647-8606_55_18Psychologica; No. 55 (2011); p. 351-368Psychologica; N.º 55 (2011); p. 351-3681647-86060871-465710.14195/1647-8606_55reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãoinstacron:RCAAPporhttps://impactum-journals.uc.pt/psychologica/article/view/1647-8606_55_18https://impactum-journals.uc.pt/psychologica/article/view/1647-8606_55_18/583Simões, Eduardoinfo:eu-repo/semantics/openAccess2023-05-31T13:59:25Zoai:impactum-journals.uc.pt:article/1135Portal AgregadorONGhttps://www.rcaap.pt/oai/openaireopendoar:71602024-03-19T17:57:29.099869Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informaçãofalse |
dc.title.none.fl_str_mv |
Outcome and Process Accountability in Negotiation: A Motivated Information-Processing Approach |
title |
Outcome and Process Accountability in Negotiation: A Motivated Information-Processing Approach |
spellingShingle |
Outcome and Process Accountability in Negotiation: A Motivated Information-Processing Approach Simões, Eduardo Negociação responsabilização motivação social processamento de informação Negotiation accountability social motivation information processing |
title_short |
Outcome and Process Accountability in Negotiation: A Motivated Information-Processing Approach |
title_full |
Outcome and Process Accountability in Negotiation: A Motivated Information-Processing Approach |
title_fullStr |
Outcome and Process Accountability in Negotiation: A Motivated Information-Processing Approach |
title_full_unstemmed |
Outcome and Process Accountability in Negotiation: A Motivated Information-Processing Approach |
title_sort |
Outcome and Process Accountability in Negotiation: A Motivated Information-Processing Approach |
author |
Simões, Eduardo |
author_facet |
Simões, Eduardo |
author_role |
author |
dc.contributor.author.fl_str_mv |
Simões, Eduardo |
dc.subject.por.fl_str_mv |
Negociação responsabilização motivação social processamento de informação Negotiation accountability social motivation information processing |
topic |
Negociação responsabilização motivação social processamento de informação Negotiation accountability social motivation information processing |
description |
Past research indicate that negotiators under outcome accountability, compared to non-accountable ones, are more prone to competitive behavior which leads to suboptimal agreements, even when there is the possibility of obtaining higher joint gain. However, recent research showed that negotiators under process accountability made more accurate estimates of the other party’s preferences and interests and obtained higher joint gain than the non-accountable counterparts. Moreover, there’s some evidence that equality in gain sharing may be moderated by social motives. The current study with professional negotiators (N = 88) focus on the effects of both outcome and process accountability on the negotiation processes in a prosocial climate. Results indicate that accountable negotiators tend to maximize the agreement’s value, thus suggesting a positive influence of the interaction of these two variables on the negotiation’s outcomes and processes. Non-accountable negotiators and negotiators held accountable only for outcome tend to get lower gains than those obtained by the negotiators under process accountability, although they are prone to divide gains more equitably. Theoretical implications of these results as well as its consequences for the negotiation practice in organizations are discussed. |
publishDate |
2011 |
dc.date.none.fl_str_mv |
2011-07-01 |
dc.type.status.fl_str_mv |
info:eu-repo/semantics/publishedVersion |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article |
format |
article |
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publishedVersion |
dc.identifier.uri.fl_str_mv |
https://doi.org/10.14195/1647-8606_55_18 https://doi.org/10.14195/1647-8606_55_18 |
url |
https://doi.org/10.14195/1647-8606_55_18 |
dc.language.iso.fl_str_mv |
por |
language |
por |
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https://impactum-journals.uc.pt/psychologica/article/view/1647-8606_55_18 https://impactum-journals.uc.pt/psychologica/article/view/1647-8606_55_18/583 |
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info:eu-repo/semantics/openAccess |
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openAccess |
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application/pdf |
dc.publisher.none.fl_str_mv |
Imprensa da Universidade de Coimbra |
publisher.none.fl_str_mv |
Imprensa da Universidade de Coimbra |
dc.source.none.fl_str_mv |
Psychologica; No. 55 (2011); p. 351-368 Psychologica; N.º 55 (2011); p. 351-368 1647-8606 0871-4657 10.14195/1647-8606_55 reponame:Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) instname:Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação instacron:RCAAP |
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Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação |
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RCAAP |
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RCAAP |
reponame_str |
Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
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Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) |
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Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos) - Agência para a Sociedade do Conhecimento (UMIC) - FCT - Sociedade da Informação |
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