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Various researchers have been hypothesizing on and agreeing that, in negotiations, resources play a fundamental role in parties' behaviors and outcomes. Paradoxically, empirical findings that provide insights into the effects of resources are scarce. The current research seeks to shed light on the overwhelming consensus that resources may shape negotiations. Specifically, in a series of four original research articles, we systematically examine the overarching question of how tangible and even intangible resources affect parties' attitudes, behaviors, and outcomes. Resources in negotiations can be characterized as all the tangible and intangible aspects of the negotiation that are related to the negotiators' interests. Thus, the central activity of the bargaining relationship is the allocation of tangible resources, while intangibles are simultaneously involved. Consistent with this basic idea, we assume that whether parties focus on catching hold of obtaining their adversaries' tangible resources or on losing grip of their own tangibles impacts their concession behavior and outcomes. Parties with a focus on losing their own tangible resources should experience more loss aversion, concede less, and should achieve better outcomes than parties who focus on catching hold of obtaining their counterpart's tangibles. It follows that what should be essential in the ongoing negotiation process should apply to the first move at the bargaining table as well. When first-movers lead responders to focus on catching hold of tangible resources, the well-documented anchoring effect should occur, benefitting the first-mover. Contrarily, when the first-mover induces a focus on the resource the responder is about to lose, responders should be motivated to adjust their counterproposal far away from the opening anchor. Responders' motivation to adjust should leverage the anchoring effect in negotiations. Further, we outline the very special role of money in negotiations, that is perceived as likely the most important tangible resource. Ultimately, we address the important role of intangible resources, in addition to that of tangible resources, and suggest that the intangible resource of professional experience is related to the negotiator´s attitudes towards unethical bargaining tactics. Overall, the findings of these research projects suggest that not only tangible but also intangible resources do in fact have the fundamental impact on negotiators' behavior and outcomes that has been hypothesized for a long time. Parties who focus on losing grip of their own tangible resources concede less and are better off at the end of the negotiations than parties who focus on catching hold of their counterparts' resources. The researchers report evidence for this basic finding, from the first move at the bargaining table to the final agreement. Their findings help to better understand the key role of money in negotiations and to highlight the "mythical" components of this legendary resource. In addition to the findings on tangible resources, the study reveals a strong negative relationship between negotiators' intangible resource of professional experience and their tendency to endorse unethical bargaining tactics. The research work concludes that losing tangible resources and keeping sight of intangible resources may have profound effects on parties' negotiation attitudes, behaviors, and outcomes.
The present doctoral dissertations seeks to shed theoretical and empirical light on how complexity and different approaches to manage it affect perceptions, behaviors, and outcomes in integrative negotiations. Chapter 1 summarizes the following chapters, describes their individual contribution to the present thesis, and outlines avenues for future research. In Chapter 2, a theoretical model comprising of task- and context-based determinants of complexity in negotiations is developed. In Chapter 3, the effects of the number of issues (high vs. low) as one essential determinant of complexity on parties' trade-off behavior and joint outcomes are investigated in a series of four experiments. Furthermore, negotiators' cognitive categorizing of issues (i.e., their mental-accounting approach) is examined as the underlying psychological mechanism. Results reveal that more issues lead to a higher risk of scattering the integrative potential between cognitive categories (i.e., mental accounts), reducing trade-off quality and joint outcomes. In Chapter 4, the generalizability of the detrimental effect of the number of issues on joint outcomes is tested across varying numbers of issues in a meta-analysis. Moreover, boundary conditions for the effect are investigated. Results confirm the generalizability of the number-of-issues effect, but no relevant boundary conditions are identified. In Chapter 5, the effects of different mental-accounting approaches on negotiators' judgment accuracy, trade-off behaviors, and negotiation outcomes are examined in a series of five experiments. Results demonstrate that categorizing a moderate number of issues into each mental account leads to a higher judgment accuracy, trade-off quality, and joint outcomes, but only if negotiators manage to pool the integrative potential within these accounts. Finally, Chapter 6 takes a broader perspective on different integrative strategies in negotiations (i.e., expanding the pie, logrolling, solving underlying interests), thereby laying the groundwork for future research.
Panic disorder is a common anxiety disorder, which is associated with high subjective burden as well as a high cost for the health economy. According to the National Treatment Guideline S3, cognitive behavior therapy is recommended as the most effective psychological treatment. However, many people in need do not have access to cognitive behavior therapy. Internet-based interventions have proven to be an effective way to provide access to evidence-based treatment to those affected. For anxiety disorders, such as panic disorder and agoraphobia, a good effectiveness of internet-based interventions has been proven in numerous international studies. However, the internet has changed over the last few years: mobile technologies have considerable potential to further improve the adherence and effectiveness of internet-based interventions. Against this background, the authors developed the hybrid online training "GET.ON Panic". In this training, an app has been integrated into a browser-based online training. The app consists of a mobile diary for self-monitoring as well as a mobile exposure-guide that supports participants in self-exposure exercises in their everyday lives.In an initial exploratory feasibility study, qualitative interview data and quantitative measurements were collected in a pre-post design of 10 participants. Usage, user friendliness, user satisfaction and acceptance of the app were generally considered high. The use of interoceptive exposure exercises and daily summaries of anxiety and mood were the most widely performed and rated the best, while in vivo exposure exercises and the monitoring of acute panic symptoms were found to be difficult.In the efficacy study, 92 participants with mild to moderate panic symptoms were randomized into two parallel groups. After eight weeks, the intervention group showed a significant improvement in the severity of panic symptoms compared to the waiting control group. Using the intention-to-treat approach, a covariance analysis with baseline values as a covariate yielded a mean effect of Cohen's d=0.66 in reducing the panic symptoms in favor of the intervention group. This effect increased to d=0.89 after three months and stayed at d=0.81 at the 6-month measurement point. Response and remission rates were also significantly higher in the intervention group. This positive effect was also shown for secondary outcomes such as depressive symptoms and quality of life. A correlation between app usage and clinical outcomes could not be found. This work was the first to demonstrate that a hybrid online training based on cognitive behavior therapy is effective in reducing panic symptoms as well as panic disorder. In addition, this work contributes to a deeper understanding of the potential of mobile technologies in the field of e-mental health.