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| Author: | Ward, A. (et al.) |
| Title: | Acknowledging the other side in negotiation |
| Journal: | Negotiation Journal
2008 : JUL, VOL. 24:3, p. 269-285 |
| Index terms: | negotiation conflict control |
| Language: | eng |
| Abstract: | In a negotiation study, this study explored the efficacy of acknowledging an opponent's role in securing a concession (hereafter as: conc-n.) made to that opponent. The study featured a face-to-face, one-shot bargaining session btw. a student favouring marijuana legalization (here as: leg-n.) and a confederate (here as: cfd.) playing the role of a leg-n. opponent. When the cfd. acknowledged the student's putative influence in producing a conc-n. by the cfd., the student perceived the magnitude of the conc-n. to be greater, being more likely to accept it. The student negotiators also reported that they liked the other party more following acknowledgement, and our mediational analysis suggested that enhanced interpersonal sentiments played a role in facilitating agreement etc. |
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