Experience in integrative negotiations : What needs to be learned ?

In this research we focus on the roles of experience and understanding in fostering integrative negotiation performance. We report on two experiments in which we distinguish between understanding opponents’ general priorities among issues versus understanding their speciWc gains for particular oVers. Although experience enhanced integrative performance even in the absence of understanding, we found that understanding the speciWc gains had an incremental eVect on performance. We conclude that while generally acknowledging opponents’ interests is not suYcient, the additional inferential step of assessing their speciWc gains throughout the negotiation process is advantageous. © 2006 Elsevier Inc. All rights reserved.

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