When vigilance prevails: : The effect of regulatory focus and accountability on integrative negotiation outcomes

• Autores: Ann C. Peng, Jennifer Dunn, Donald E. Conlon
• Localización: Organizational Behavior and Human Decision Processes, ISSN-e 1095-9920, Vol. 126, Nº. 1, 2015, págs. 77-87
• Idioma: inglés
• Texto completo no disponible (Saber más ...)
• Resumen

  • Negotiators often bargain on behalf of constituents to whom they feel accountable. We argue that prior evidence for the superior outcomes of promotion-focused (vs. prevention-focused) negotiators may not hold when negotiators perceive high accountability to a third party. In two studies, we found that prevention-focused dyads achieved better joint financial outcomes than promotion-focused dyads in situations where high performance was expected and evaluated by a supervisor (i.e., high accountability condition). In Study 2, we found that prevention-focused individuals perceived a better regulatory fit in the high accountability condition and that the regulatory fit of both parties in a dyad was related to more integrative solutions.