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Title page for ETD etd-07162012-060149


Type of Document Dissertation
Author Oh, Se Hyung
Author's Email Address xtld00@gmail.com
URN etd-07162012-060149
Title Does content of concessions matter in negotiation? Match between concession strategy and target’s regulatory focus
Degree PhD
Department Management
Advisory Committee
Advisor Name Title
Ray Friedman Committee Chair
Bruce Barry Committee Member
Mara Olekalns Committee Member
Rangaraj Ramanujam Committee Member
Keywords
  • Regulatory Focus
  • Concession
  • Negotiation
  • Self-construal
Date of Defense 2012-06-12
Availability unrestricted
Abstract
This dissertation proposes that responses to concessions in negotiation depend not just on the size of concessions, but on the specific type of concessions that are made. Some concessions focus on giving items that are desired by the other party, while others focus on reducing items that are disliked by the other party. If the regulatory focus of the other party is promotion focused, I expect “giving wants” to have a stronger impact. If the regulatory focus of the other party is prevention-focused, I expect “reducing dislikes” to have a stronger impact. The results of two computer-simulated negotiation studies supported my hypotheses. The results of experiment 1 showed that regulatory-relevant (vs. incongruent) match between concession strategy and target negotiator’s regulatory focus generated greater reciprocal concessions and enhanced subjective feelings from the target negotiators. The results of experiment 2 revealed that self-construal interacted with concession strategy in the way that regulatory focus does.
Files
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