AJM - Abstracts

Volume 30 Number 1 June 2005

Cognitive Representations of Negotiation

Mara OLEKALNS and Philip L. SMITH

Abstract

Using a bilateral negotiation, we examined the relationship between motivational orientation, mental maps and negotiators' outcomes. Cooperative and competitive negotiators bargained with a counterpart who held either the same or a different orientation. Compared to negotiators in mixed dyads, those in same-orientation dyads placed greater emphasis on cooperation, flexibility and trust; and, less emphasis on competition. Flexibility was critical to joint gain when at least one negotiator held competitive goals, but detrimental when both negotiators held cooperative goals. Negotiators in same orientation dyads reported a more positive experience than negotiators in mixed-orientation dyads.

Download this article.

Keywords

NEGOTIATION; NEGOTIATORS. COGNITION; MOTIVATIONAL ORIENTATION; MENTAL MAPS.

Contact Details
Mara Olekalns
Melbourne Business School,
University of Melbourne,
200 Leicester St, Carlton, VIC 3053
E-mail: m.olekalns@mbs.edu

Philip L. Smith
Department of Psychology,
University of Melbourne,
Parkville, Vic 3010.
E-mail: philipls@unimelb.edu.au

This research was supported by grants from the Australian Research Council and the Faculty of Economics and Commerce at the University of Melbourne. An earlier version of this paper was presented at the Academy of Management Meeting, Toronto, 2000.