The influence of need for closure on expectations about and outcomes of negotiations

• Authors: Janina Pietrzak , Łukasz Jochemczyk , Piotr Serbin , Magdalena Kuśka
• Languages of publication: EN

Abstracts

EN

Need for closure is a construct that describes a motivational tendency to quickly select and prioritize information in the environment. Such tendencies can affect the process of negotiations, and so the quality of their outcome. The rigidity that accompanies high need for closure can lead to less openness to proposals that benefit one’s partner, and to solutions that are less optimal. We conducted a study in which 34 pairs of individuals negotiated. Pairs were matched in terms of need for closure (high vs. low) and gender. We found that need for closure affected subjective evaluations of certain aspects of the negotiation process. Participants with low need for closure were more likely to indicate that they and their partners sought win-win solutions during the negotiation. This led to a greater sense of process fairness for the negotiation. These results can be taken into consideration when teaching negotiations, and when planning real-life negotiations.

Keywords

EN

negotiations; need for closure; negotiation process; negotiation outcome

• Publisher: Committee for Psychological Sciences, Polish Academy of Sciences
• Journal: Polish Psychological Bulletin
• Year: 2014
• Volume: 45
• Issue: 3
• Pages: 286-295

Dates

published

2014-09-01

online

2014-09-09

Contributors

author

Janina Pietrzak

• Univeristy of Warsaw
• Faculty of Psychology, University of Warsaw Stawki 5/7 00-183 Warsaw, Poland;

author

Łukasz Jochemczyk

• Univeristy of Warsaw

author

Piotr Serbin

• Univeristy of Warsaw

author

Magdalena Kuśka

• Univeristy of Warsaw

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Identifiers

DOI

10.2478/ppb-2014-0035