Skip to main content

Please enter a keyword and click the arrow to search the site

What novices think about negotiation: a content analysis of scripts


Negotiation Journal


Organisational Behaviour

Publishing details

Negotiation Journal 1999 Vol 15:2 p 135-148

Authors / Editors

O'Connor K M;Adams A A

Publication Year



What do novices think about the negotiation process? Though scholars have assumed that negotiators rely on cognitive scripts to guide their behavior in negotiation, scant empirical evidence documents the existence and content of these scripts. A sample of novice negotiators listed all the actions that they believed constituted successful negotiation. The findings indicate that people have a socially-shared sense of the appropriate sequence of behaviors for negotiating. Closer scrutiny, however, shows that many of these behaviors are associated with poor negotiated outcomes. Specifically, an investigation of the content of these scripts shows that novices believe that incompatible interests, sequential issue settlement, impasses, and competitive behavior are common to the negotiation process.


Empirical evidence; Content analysis; Negotiation process; Competitive behaviour; Evidence document

Available on ECCH


Select up to 4 programmes to compare

Select one more to compare
subscribe_image_desktop 5949B9BFE33243D782D1C7A17E3345D0

Sign up to receive our latest news and business thinking direct to your inbox


Sign up to receive our latest course information and business thinking

Leave your details above if you would like to receive emails containing the latest thought leadership, invitations to events and news about courses that could enhance your career. If you would prefer not to receive our emails, you can still access the case study by clicking the button below. You can opt-out of receiving our emails at any time by visiting: or by unsubscribing through the link provided in our emails. View our Privacy Policy for more information on your rights.