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Trötschel R, Loschelder DD, Höhne BP, et al. Procedural frames in negotiations: how offering my resources versus requesting yours impacts perception, behavior, and outcomes. J Pers Soc Psychol. 2015;108(3):417-435doi: 10.1037/pspi0000009.
Trötschel, R., Loschelder, D. D., Höhne, B. P., & Majer, J. M. (2015). Procedural frames in negotiations: how offering my resources versus requesting yours impacts perception, behavior, and outcomes. Journal of personality and social psychology, 108(3), 417-435. https://doi.org/10.1037/pspi0000009
Trötschel, Roman, et al. "Procedural frames in negotiations: how offering my resources versus requesting yours impacts perception, behavior, and outcomes." Journal of personality and social psychology vol. 108,3 (2015): 417-435. doi: https://doi.org/10.1037/pspi0000009
Trötschel R, Loschelder DD, Höhne BP, Majer JM. Procedural frames in negotiations: how offering my resources versus requesting yours impacts perception, behavior, and outcomes. J Pers Soc Psychol. 2015 Mar;108(3):417-435. doi: 10.1037/pspi0000009. PMID: 25751716.
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J Pers Soc Psychol. 2015 Mar;108(3):417-435. doi: 10.1037/pspi0000009.

Procedural frames in negotiations: how offering my resources versus requesting yours impacts perception, behavior, and outcomes.

Journal of personality and social psychology

Roman Trötschel, David D Loschelder, Benjamin P Höhne, Johann M Majer

Affiliations

  1. Department of Social and Organizational Psychology, Leuphana University.
  2. Department of Social Psychology, Saarland University.

PMID: 25751716 DOI: 10.1037/pspi0000009

Abstract

Although abundant negotiation research has examined outcome frames, little is known about the procedural framing of negotiation proposals (i.e., offering my vs. requesting your resources). In a series of 8 experiments, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their own resource, rather than the counterpart's, is the accentuated reference resource in a transaction. First, senders of proposals revealed a stronger concession aversion when they offered their own rather than requested the counterpart's resources-both in buyer-seller (Experiment 1a) and in classic transaction negotiations (Experiment 2a). Expectedly, this effect reversed for recipients: When receiving requests rather than offers, recipients experienced a stronger concession aversion in buyer-seller (Experiment 1b) and transaction negotiations (Experiment 2b). Experiments 3-5 investigated procedural frames in the interactive process of negotiations-with elementary schoolchildren (Experiment 3), in a buyer-seller context (Experiments 4a and 4b), and in a computer-mediated transaction negotiation void of buyer and seller roles (Experiment 5). In summary, 8 experiments showed that negotiators are more concession averse and claim more individual value when negotiation proposals are framed to highlight their own rather than the counterpart's resources.

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