Effects of Experience and Advice on Process and Performance in Negotiations

Wolfgang Steinel (1) , Andrea E. Abele (2) , Carsten K. W. de Dreu (3)

1 Universiteit Leiden = Leiden University
2 FAU - Friedrich-Alexander Universität Erlangen-Nürnberg = University of Erlangen-Nuremberg
3 UvA - University of Amsterdam [Amsterdam] = Universiteit van Amsterdam

This experiment ( = 68 dyads) tested the influence of experience and advice on behavior and joint outcomes in integrative two-party negotiations. Dyads in an advice condition received short tactical advice to question fixed-pie assumptions and to exchange information. Afterward, they negotiated once. Dyads in an experience condition negotiated twice in successive rounds. Finally, dyads in an experience-and-advice condition negotiated twice and received advice prior to the second negotiation. Dependent measures were negotiation behavior, negotiation duration, joint outcome, and judgmental accuracy. Results showed that the combination of advice experience led dyads to apply more problem solving and fewer contentious strategies, which mediated the higher joint outcomes that these dyads reached in shorter times. Experience or advice alone was not sufficient to make negotiators use different strategies or to exploit the integrative potential of the negotiations better than they did before they received advice and/or gained experience.

Mots clés: integrative negotiations; problem solving; advice; contending; experience; fixed-pie perceptions

Wolfgang Steinel, Andrea E. Abele, Carsten K. W. de Dreu. Effects of Experience and Advice on Process and Performance in Negotiations. Group Processes and Intergroup Relations, 2007, 10 (4), pp.533-550. ⟨10.1177/1368430207081541⟩. ⟨hal-00571667⟩