Arnold JA, O'Connor KM. When Less Is More: How Complexity Impacts Goal Setting, Judgment Accuracy, and Deals in Negotiation.
Psychol Rep 2021;
124:1298-1315. [PMID:
32437255 DOI:
10.1177/0033294120925370]
[Citation(s) in RCA: 1] [Impact Index Per Article: 0.3] [Reference Citation Analysis] [Abstract] [Key Words] [MESH Headings] [Track Full Text] [Journal Information] [Subscribe] [Scholar Register] [Indexed: 11/17/2022]
Abstract
In two studies, we examine how objective complexity-in terms of numbers of negotiable issues-affects negotiators' aspirations, perceptions, actions, and ultimately, the quality of agreements they reach. We hypothesized and found that when negotiators had a greater number of issues to resolve, they were less ambitious for their own outcomes and developed less accurate insights into their partners' interests.
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