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Role Effects in Negotiation: The One-Down Phenomenon

Research output: Contribution to journalJournal article

Published

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Journal publication date07/2007
JournalNegotiation Journal
Journal number3
Volume23
Number of pages25
Pages307-331
Original languageEnglish

Abstract

Role is a concept that underlies most studies of human behavior in negotiation as subjects take on the roles of buyers and sellers or labor and management contract bargainers, for example Naturalistic studies also focus on such roles as teacher and administrator contract bargainers, hostage takers and hostage negotiators, Palestinian and Israeli peace negotiators, and husbands and wives in divorce mediations. This article examines these role effects and finds consistent patterns across both experimental and naturalistic contexts. Specifically, a “one-down effect” emerges when individuals in lower power roles assume more aggressive negotiation strategies that are significantly less effective in achieving desired outcomes. The article concludes by identifying the theoretical frameworks that might explain these role differences.