Outcome and Process Accountability in Negotiation: A Motivated Information-Processing Approach

Detalhes bibliográficos
Autor(a) principal: Simões, Eduardo
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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spelling 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
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https://doi.org/10.14195/1647-8606_55_18
url https://doi.org/10.14195/1647-8606_55_18
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dc.relation.none.fl_str_mv 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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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)
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collection Repositório Científico de Acesso Aberto de Portugal (Repositórios Cientìficos)
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