In:
Polish Psychological Bulletin, Polish Academy of Sciences Chancellery, Vol. 45, No. 3 ( 2014-09-1), p. 286-295
Abstract:
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.
Type of Medium:
Online Resource
ISSN:
1641-7844
DOI:
10.2478/ppb-2014-0035
Language:
Unknown
Publisher:
Polish Academy of Sciences Chancellery
Publication Date:
2014
detail.hit.zdb_id:
2120702-1
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