Reflective Adjournments Make For An Integrative Process

Authors:

Abstract: Through two studies we tested the ‘balcony hypothesis’—the idea that negotiators can adjourn from bargaining to refocus their efforts when at a seeming impasse. Although the existing literature shows some evidence for the benefits of disengaging from bargaining, the evidence is mixed and does not always operationalize propositions in a consistent way. Study 1 involved team-on-team negotiations (N = 356) in the context of a training program. The simulation was seemingly distributive, but if negotiators added additional issues, they could generate value. Early adjournments led to a greater proportion of time spent negotiating while informed about integrative potential, which then predicted integrative outcomes. In Study 2, we conducted an experimental study (N = 419) to examine if the type of activity during adjournments lead to integrative proposals. We observe that relative to no adjournment or a distracting adjournment, a reflective adjournment generated more integrative questions and proposals.

Track: NEG

Keywords: Adjournment, Break, Integration