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Role Effects in Negotiation: The One-Down Phenomenon

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Role Effects in Negotiation: The One-Down Phenomenon. / Donohue, William A.; Taylor, Paul J.
In: Negotiation Journal, Vol. 23, No. 3, 07.2007, p. 307-331.

Research output: Contribution to Journal/MagazineJournal articlepeer-review

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Donohue WA, Taylor PJ. Role Effects in Negotiation: The One-Down Phenomenon. Negotiation Journal. 2007 Jul;23(3):307-331. doi: 10.1111/j.1571-9979.2007.00145.x

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Donohue, William A. ; Taylor, Paul J. / Role Effects in Negotiation: The One-Down Phenomenon. In: Negotiation Journal. 2007 ; Vol. 23, No. 3. pp. 307-331.

Bibtex

@article{90e024f7942a472cb3394aaa225baf49,
title = "Role Effects in Negotiation: The One-Down Phenomenon",
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.",
keywords = "negotiation, role, expectations, interdependence, one-down, social identity.",
author = "Donohue, {William A.} and Taylor, {Paul J.}",
year = "2007",
month = jul,
doi = "10.1111/j.1571-9979.2007.00145.x",
language = "English",
volume = "23",
pages = "307--331",
journal = "Negotiation Journal",
issn = "0748-4526",
publisher = "Wiley-Blackwell",
number = "3",

}

RIS

TY - JOUR

T1 - Role Effects in Negotiation: The One-Down Phenomenon

AU - Donohue, William A.

AU - Taylor, Paul J.

PY - 2007/7

Y1 - 2007/7

N2 - 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.

AB - 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.

KW - negotiation

KW - role

KW - expectations

KW - interdependence

KW - one-down

KW - social identity.

U2 - 10.1111/j.1571-9979.2007.00145.x

DO - 10.1111/j.1571-9979.2007.00145.x

M3 - Journal article

VL - 23

SP - 307

EP - 331

JO - Negotiation Journal

JF - Negotiation Journal

SN - 0748-4526

IS - 3

ER -