The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration

Abstract

This study investigates whether the ability of negotiators to adopt the perspective of their opponents is a key to success in negotiating under conventional and final-offer arbitration. The authors tested this question in an experiment in which 80 pairs of students engaged in two sets of negotiations. The results suggest that both the perspective-taking ability of the negotiators and the type of arbitration affect negotiations—as measured by concession rate, number of issues resolved, and outcome success (the dollar value of the contract obtained)—and such attitudes as perceived agreement with and control over the outcome. The authors also find that negotiating experience affects various process and outcome measures of the negotiation as well as perceived control over and agreement with the outcome.