Unfixing the fixed pie: A motivated information-processing approach to integrative negotiation.

In 2 experiments, accuracy motivation was manipulated by (not) holding negotiators accountable for the manner in which they negotiated to show that accountability reduced FPPs during face-to-face negotiation and produced more integrative agreements.

Abstract

Negotiators tend to believe that own and other's outcomes are diametrically opposed. When such fixed-pie perceptions (FPPs) are not revised during negotiation, integrative agreements are unlikely. It was predicted that accuracy motivation helps negotiators to release their FPPs. In 2 experiments, accuracy motivation was manipulated by (not) holding negotiators accountable for the manner in which they negotiated. Experiment 1 showed that accountability reduced FPPs during face-to-face negotiation and produced more integrative agreements. Experiment 2 corroborated these results: Accountable negotiators revised their FPPs even when information exchange was experimentally held constant. Experiment 2 also showed that accountability is effective during the encoding of outcome information. Negotiators appear flexible in their reliance on FPPs. which is consistent with a motivated information-processing model of negotiation.