Scholars recognize that planning is essential to effective negotiation. Yet the components of negotiation plans and their antecedents have not been thoroughly studied. The authors report an experiment that manipulated predictors of three elements of plans: tactics, interactive planning, and plan revision. They found that bargainers assigned high profit goals put forth more effort during planning and were better able to translate the integrative potential in a situation into a logrolling tactic that traded concessions on low-priority issues for those on higher priority items. Also, general bargaining experience increased the planned use of logrolling but only when integrative potential was present in the negotiation context. Bargaining experience specific to the context increased the likelihood of interactive planning but only when a negotiator played a familiar role. When bargainers created backup plans, they employed the same tactics used in initial plans with one exception, they were more likely to include coercive tactics in their backup plans.
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