Social Sciences
8 years ago

Delaying outcomes in negotiations leads to more efficient agreements overall.

Academy of Management Proceedings
LATER IS BETTER: ISSUE AND OUTCOME DELAYS IN DYADIC NEGOTIATIONS.
Sungu Armagan, Tamara A. Uptigrove, Gerardo A. Okhuysen

Paper Summary

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Delaying the outcome of negotiations can lead to better agreements. This study looked at how delays in resolving specific issues can affect overall negotiation efficiency. The researchers found that delaying outcomes for individual issues can help negotiators reach more efficient agreements. They also discovered that having both issue delays and outcome delays can lead to even better agreements than having just one type of delay or none at all. This suggests that delaying decisions on specific issues can improve the overall negotiation process.