“fixed pie” a la mode: Information availability, information processing, and the negotiation of suboptimal agreements

Robin L. Pinkley, Terri L. Griffith, Gregory B. Northcraft

Research output: Contribution to journalArticle

Abstract

Negotiators often make errors in judgment that lead to suboptimal negotiated agreements. Although researchers agree that these errors result from “fixed pie” expectations, there is disagreement regarding how “fixed pie” expectations lead to poor outcomes. One view suggests that suboptimal agreements result when negotiators accurately process faulty and incomplete information (information availability errors); a second view holds that poorly negotiated agreements result when negotiators inaccurately process valid or complete information (information processing errors). The two experiments described in this paper confirmed that negotiators′ “fixed pie” expectations lead to suboptimal agreements via both information availability and information processing errors.

Original languageEnglish (US)
Pages (from-to)101-112
Number of pages12
JournalOrganizational Behavior and Human Decision Processes
Volume62
Issue number1
DOIs
StatePublished - Apr 1995

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ASJC Scopus subject areas

  • Applied Psychology
  • Organizational Behavior and Human Resource Management

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