Dr. Jang will present his empirical paper entitled 'Studies of Planning and Implementation in Negotiation'

Abstract

Negotiation encompasses planning, bargaining, and implementation phases, with limited research focusing on phases other than bargaining. This presentation aims to expand understanding of these interconnected phases. Information gathered during the planning phase is crucial in claiming value, pursuing interests, and relationship building as the negotiation progresses to the bargaining stage. Drawing from decision-making literature paradigms, I will present studies that show personality and gender to predict information search and preference during planning. Agreeable people work harder to search for information, while women place greater import on value creating information. In a second set of studies, I examine implementation effort through novel methods, revealing that people do not work harder to implement win-win compared to compromise agreements. In addition, people often do not see win-win agreements as being more fair than compromise ones.