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What underlies the pursuit of missin...

Harp, Elizabeth R.

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What underlies the pursuit of missing information in negotiations? An examination of possible mediating processes.

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	What underlies the pursuit of missing information in negotiations? An examination of possible mediating processes./
作者:	Harp, Elizabeth R.
面頁冊數:	125 p.
附註:	Source: Masters Abstracts International, Volume: 52-06.
Contained By:	Masters Abstracts International52-06(E).
標題:	Psychology, Behavioral. -
電子資源:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=1554476
ISBN:	9781303851582

What underlies the pursuit of missing information in negotiations? An examination of possible mediating processes.
Harp, Elizabeth R.

What underlies the pursuit of missing information in negotiations? An examination of possible mediating processes. - 125 p.

Source: Masters Abstracts International, Volume: 52-06.

Thesis (M.A.)--University of Nebraska at Omaha, 2014.

This item must not be sold to any third party vendors.

The purpose of this study was to further understand the effects of the pursuit of missing information on anticipated negotiation outcomes. When negotiators pursue missing information related to an issue, compared to those who had the same information from the beginning, they perceive that issue to be more important and achieve better outcomes for it (Young, Bauman, Chen, & Bastardi, 2012). Previous work has only examined the influence of missing information when it is due to incidental reasons. I contribute to the literature by clarifying whether deliberately withheld missing information also influences negotiation outcomes. In addition, I investigated reasons why pursuing missing information influences negotiation outcome aspirations and final settlements: self-perception and psychological reactance (Bastardi & Shafir, 1998; Young et al., 2012). I also hypothesized that the reason for missing information influences which mediating process operates, such that when the information is missing due to incidental reasons, self-perception processes will mediate, but when the information is missing due to a deliberate tactic, psychological reactance will mediate. Undergraduate participants (N = 165) prepared for a negotiation and were either presented with complete role materials, incomplete role materials with incidentally missing information, or incomplete role materials with deliberately missing information. There was no evidence of the pursuit of missing information bias when the information was incidentally missing, but participants who pursued deliberately missing information perceived that information as more important than did participants who had the same information from the start, which in turn led to higher negotiation goals. The hypotheses regarding self-perception processes underlying the pursuit of incidental missing information, and psychological reactance underlying the pursuit of deliberately withheld missing information, were not supported. Self-concept clarity, however, interacted with information amount, such that self-concept clarity was positively related to negotiation goal in the deliberately withheld missing information condition, but not related to negotiation goal in the complete information condition. Theoretical and practical implications, limitations, and areas for future research are discussed.

ISBN: 9781303851582Subjects--Topical Terms:

1017677
Psychology, Behavioral.

What underlies the pursuit of missing information in negotiations? An examination of possible mediating processes.
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520 $a The purpose of this study was to further understand the effects of the pursuit of missing information on anticipated negotiation outcomes. When negotiators pursue missing information related to an issue, compared to those who had the same information from the beginning, they perceive that issue to be more important and achieve better outcomes for it (Young, Bauman, Chen, & Bastardi, 2012). Previous work has only examined the influence of missing information when it is due to incidental reasons. I contribute to the literature by clarifying whether deliberately withheld missing information also influences negotiation outcomes. In addition, I investigated reasons why pursuing missing information influences negotiation outcome aspirations and final settlements: self-perception and psychological reactance (Bastardi & Shafir, 1998; Young et al., 2012). I also hypothesized that the reason for missing information influences which mediating process operates, such that when the information is missing due to incidental reasons, self-perception processes will mediate, but when the information is missing due to a deliberate tactic, psychological reactance will mediate. Undergraduate participants (N = 165) prepared for a negotiation and were either presented with complete role materials, incomplete role materials with incidentally missing information, or incomplete role materials with deliberately missing information. There was no evidence of the pursuit of missing information bias when the information was incidentally missing, but participants who pursued deliberately missing information perceived that information as more important than did participants who had the same information from the start, which in turn led to higher negotiation goals. The hypotheses regarding self-perception processes underlying the pursuit of incidental missing information, and psychological reactance underlying the pursuit of deliberately withheld missing information, were not supported. Self-concept clarity, however, interacted with information amount, such that self-concept clarity was positively related to negotiation goal in the deliberately withheld missing information condition, but not related to negotiation goal in the complete information condition. Theoretical and practical implications, limitations, and areas for future research are discussed.
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