Citation

Tuncel E, Mislin A, Kesebir S, Pinkley RL. Psychol. Sci. 2016; 27(3): 312-321.

Affiliation

Edwin L. Cox School of Business, Southern Methodist University.

Copyright

(Copyright © 2016, Association for Psychological Science, Publisher John Wiley and Sons)

DOI

10.1177/0956797615619200

PMID

26786822

Abstract

In the present studies, we examined the positive value of agreement and the negative value of impasse. Participants chose to give up real value and sacrifice economic efficiency in order to attain an agreement outcome and avoid an impasse outcome. A personally disadvantageous option was selected significantly more often when it was labeled "Agreement" rather than "Option A," and a personally advantageous option was avoided significantly more often when it was labeled "Impasse" rather than "Option B." In a face-to-face negotiation, a substantial proportion of individuals reached an agreement that was inferior to their best alternative to agreement. We showed that the appeal of agreement and the aversion to impasse both contribute to this effect, yet the aversion to impasse is the stronger of the two motivations. These findings have important implications for negotiators.

Language: en