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Role Effects in Negotiation: The One-Down Phenomenon

Donohue, William A. and Taylor, Paul J. (2007) Role Effects in Negotiation: The One-Down Phenomenon. Negotiation Journal, 23 (3). pp. 307-331. ISSN 0748-4526

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Abstract

Role is a concept that underlies most studies of human behavior in negotiation as subjects take on the roles of buyers and sellers or labor and management contract bargainers, for example Naturalistic studies also focus on such roles as teacher and administrator contract bargainers, hostage takers and hostage negotiators, Palestinian and Israeli peace negotiators, and husbands and wives in divorce mediations. This article examines these role effects and finds consistent patterns across both experimental and naturalistic contexts. Specifically, a “one-down effect” emerges when individuals in lower power roles assume more aggressive negotiation strategies that are significantly less effective in achieving desired outcomes. The article concludes by identifying the theoretical frameworks that might explain these role differences.

Item Type: Article
Journal or Publication Title: Negotiation Journal
Uncontrolled Keywords: negotiation ; role ; expectations ; interdependence ; one-down ; social identity.
Subjects: B Philosophy. Psychology. Religion > BF Psychology
Departments: Faculty of Science and Technology > Psychology
ID Code: 10990
Deposited By: Dr Paul Taylor
Deposited On: 29 Jul 2008 11:08
Refereed?: Yes
Published?: Published
Last Modified: 30 Sep 2013 11:52
Identification Number:
URI: http://eprints.lancs.ac.uk/id/eprint/10990

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