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2019 International Association for Conflict Management Conference

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The impact of cognitive biases on integrative negotiation

This study investigates the impact of cognitive biases on integrative, value creating negotiation. An experimental study was conducted in which participants (n=100) executed a negotiation simulation with integrative potential and obtained individual and joint negotiation outcomes. Negotiation reports were coded for negotiators’ use of fixed-pie bias, framing bias, egocentric bias and the value of their negotiation outcomes. Results indicate a significant positive impact of the cooperative and competitive framing bias, and the egocentric bias on joint negotiation outcomes. The fixed-pie bias has a significant positive effect on joint negotiation outcomes up to a certain point, after which more use of the fixed pie bias results in lower joint negotiation outcomes. Cooperative framing has a positive effect on individual negotiation outcomes. These results show that cognitive biases can have mixed effects on negotiators’ outcomes, both preventing and assisting them in achieving high value integrative settlements.

Ann-Sophie De Pauw
IESEG School of Management
France

Tiaan Smit
Graduate School of Business, University of Cape Town
South Africa

 


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