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Sekret zmarnowanego czasu – dynamika budowania współdzielonej rzeczywistości w negocjacjach

100%
Nowak A., Jochemczyk Ł.
Psychologia Społeczna
|
2009
|
vol. 4
|
issue 3(11)
133-143
EN
It is considered that during the last 20 percent of the negotiation process participants make as much as 80 percent of all concessions, whereas during the first 20 percent of the negotiation time they are wasting their time. We conducted analyses of the processes of negotiations of 19 negotiation role-playing games. The analyses were conducted on the basis of the Dynamical Negotiation Network (DNN) model. The results prove that during the early stages of a negotiation important processes take place, which influence the final outcome of the negotiation.
2
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The influence of need for closure on expectations about and outcomes of negotiations

81%
Pietrzak J., Jochemczyk Ł., Serbin P., Kuśka M.
Polish Psychological Bulletin
|
2014
|
vol. 45
|
issue 3
286-295
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.
3
Publication available in full text mode
Content available

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

81%
Pietrzak J., Jochemczyk Ł., Serbin P., Kuśka M.
Polish Psychological Bulletin
|
2014
|
vol. 45
|
issue 3
286-295
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.
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