DOES CONTENT OF CONCESSIONS MATTER IN NEGOTIATION? MATCH BETWEEN CONCESSION STRATEGY AND TARGETS REGULATORY FOCUS

This dissertation proposes that responses to concessions in negotiation depend not just on the size of concessions, but on the specific type of concessions that are made. Some concessions focus on giving items that are desired by the other party, while others focus on reducing items that are dislike...

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Main Author:	Oh, Se Hyung
Other Authors:	Ray Friedman
Format:	Others
Language:	en
Published:	VANDERBILT 2012
Subjects:	Management
Online Access:	http://etd.library.vanderbilt.edu/available/etd-07162012-060149/

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spelling	ndltd-VANDERBILT-oai-VANDERBILTETD-etd-07162012-0601492013-01-08T17:16:58Z DOES CONTENT OF CONCESSIONS MATTER IN NEGOTIATION? MATCH BETWEEN CONCESSION STRATEGY AND TARGETS REGULATORY FOCUS Oh, Se Hyung Management This dissertation proposes that responses to concessions in negotiation depend not just on the size of concessions, but on the specific type of concessions that are made. Some concessions focus on giving items that are desired by the other party, while others focus on reducing items that are disliked by the other party. If the regulatory focus of the other party is promotion focused, I expect giving wants to have a stronger impact. If the regulatory focus of the other party is prevention-focused, I expect reducing dislikes to have a stronger impact. The results of two computer-simulated negotiation studies supported my hypotheses. The results of experiment 1 showed that regulatory-relevant (vs. incongruent) match between concession strategy and target negotiators regulatory focus generated greater reciprocal concessions and enhanced subjective feelings from the target negotiators. The results of experiment 2 revealed that self-construal interacted with concession strategy in the way that regulatory focus does. Ray Friedman Bruce Barry Rangaraj Ramanujam Mara Olekalns VANDERBILT 2012-07-17 text application/pdf http://etd.library.vanderbilt.edu/available/etd-07162012-060149/ http://etd.library.vanderbilt.edu/available/etd-07162012-060149/ en unrestricted I hereby certify that, if appropriate, I have obtained and attached hereto a written permission statement from the owner(s) of each third party copyrighted matter to be included in my thesis, dissertation, or project report, allowing distribution as specified below. I certify that the version I submitted is the same as that approved by my advisory committee. I hereby grant to Vanderbilt University or its agents the non-exclusive license to archive and make accessible, under the conditions specified below, my thesis, dissertation, or project report in whole or in part in all forms of media, now or hereafter known. I retain all other ownership rights to the copyright of the thesis, dissertation or project report. I also retain the right to use in future works (such as articles or books) all or part of this thesis, dissertation, or project report.
collection	NDLTD
language	en
format	Others
sources	NDLTD
topic	Management
spellingShingle	Management Oh, Se Hyung DOES CONTENT OF CONCESSIONS MATTER IN NEGOTIATION? MATCH BETWEEN CONCESSION STRATEGY AND TARGETS REGULATORY FOCUS
description	This dissertation proposes that responses to concessions in negotiation depend not just on the size of concessions, but on the specific type of concessions that are made. Some concessions focus on giving items that are desired by the other party, while others focus on reducing items that are disliked by the other party. If the regulatory focus of the other party is promotion focused, I expect giving wants to have a stronger impact. If the regulatory focus of the other party is prevention-focused, I expect reducing dislikes to have a stronger impact. The results of two computer-simulated negotiation studies supported my hypotheses. The results of experiment 1 showed that regulatory-relevant (vs. incongruent) match between concession strategy and target negotiators regulatory focus generated greater reciprocal concessions and enhanced subjective feelings from the target negotiators. The results of experiment 2 revealed that self-construal interacted with concession strategy in the way that regulatory focus does.
author2	Ray Friedman
author_facet	Ray Friedman Oh, Se Hyung
author	Oh, Se Hyung
author_sort	Oh, Se Hyung
title	DOES CONTENT OF CONCESSIONS MATTER IN NEGOTIATION? MATCH BETWEEN CONCESSION STRATEGY AND TARGETS REGULATORY FOCUS
title_short	DOES CONTENT OF CONCESSIONS MATTER IN NEGOTIATION? MATCH BETWEEN CONCESSION STRATEGY AND TARGETS REGULATORY FOCUS
title_full	DOES CONTENT OF CONCESSIONS MATTER IN NEGOTIATION? MATCH BETWEEN CONCESSION STRATEGY AND TARGETS REGULATORY FOCUS
title_fullStr	DOES CONTENT OF CONCESSIONS MATTER IN NEGOTIATION? MATCH BETWEEN CONCESSION STRATEGY AND TARGETS REGULATORY FOCUS
title_full_unstemmed	DOES CONTENT OF CONCESSIONS MATTER IN NEGOTIATION? MATCH BETWEEN CONCESSION STRATEGY AND TARGETS REGULATORY FOCUS
title_sort	does content of concessions matter in negotiation? match between concession strategy and targets regulatory focus
publisher	VANDERBILT
publishDate	2012
url	http://etd.library.vanderbilt.edu/available/etd-07162012-060149/
work_keys_str_mv	AT ohsehyung doescontentofconcessionsmatterinnegotiationmatchbetweenconcessionstrategyandtargetsregulatoryfocus
_version_	1716570559544819712

DOES CONTENT OF CONCESSIONS MATTER IN NEGOTIATION? MATCH BETWEEN CONCESSION STRATEGY AND TARGETS REGULATORY FOCUS

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