Skip to main content
2019 International Association for Conflict Management Conference

Full Program »

Mental Accounting in Negotiations: Cognitive Segregation and Integration as a Means to Solve the Puzzle of Multi-issue Negotiations

In the present research, we investigate how negotiators cognitively process proposals, counterproposals, and outcomes when a broad set of issues is negotiated simultaneously. Building on mental-accounting research, we predict that negotiators strive to reduce the complexity of multi-issue negotiations by mentally creating topical subsets of issues and evaluating the outcomes for these subsets in a segregated way. This mental-accounting process is predicted to be a double-edged sword: creating mental accounts on integrative issue subsets will help parties to reduce the complexity and explore trade-off opportunities; However, creating mental accounts on non-integrative issue subsets will impede the discovery of win-win opportunities. Across six studies, we investigated the impact of topical mental accounting in interactive negotiations: parties that created integrative (vs. non-integrative vs. comprehensive vs. minimal) mental accounts achieved higher outcomes. Further, an integrated outcome-editing approach was examined to help parties to overcome the impediments of non-integrative topical mental accounting.

Hong Zhang
Leuphana University
Germany

Marco Warsitzka
Leuphana University
Germany

Johann M. Majer
Leuphana University
Germany

Kai Zhang
Leuphana University
Germany

Roman Trötschel
Leuphana University
Germany

 


Powered by OpenConf®
Copyright ©2002-2018 Zakon Group LLC