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When less is more: how complexity impacts goal setting, judgement accuracy, and deals in negotiation

Journal

Psychological Reports

Publishing details

Psychological Reports 2021 Vol 124:3 p 1298-1315

Authors / Editors

Arnold J A;O'Connor K M

Biographies

Kathleen O'Connor

Publication Year

2021

Abstract

In two studies, we examine how objective complexity-in terms of numbers of negotiable issues-affects negotiators' aspirations, perceptions, actions, and ultimately, the quality of agreements they reach. We hypothesized and found that when negotiators had a greater number of issues to resolve, they were less ambitious for their own outcomes and developed less accurate insights into their partners' interests.

Keywords

Negotiation; Complexity; Goal setting; Judgement accuracy

Available on ECCH

No


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