Time pressure and closing of the mind in negotiation

Carsten K.W. De Dreu*

*Corresponding author for this work

Research output: Contribution to journalArticleAcademicpeer-review

249 Citations (Scopus)

Abstract

Research on time pressure (TP) in negotiation has considered strategic choice (demands and concession making) but largely ignored information processing. Based on Lay Epistemic Theory (Kruglanski, 1989) it is hypothesized that TP reduces motivation to process information systematically, and the time needed to negotiate an agreement, and that it produces greater reliance on cognitive heuristics when placing demands, and less integrative agreements. Two studies revealed that effects of time constraint on information processing in negotiation were due to higher need for cognitive closure under high TP. Study 1 also showed that negotiators use stereotypes about the opponent as a heuristic cue more under high rather than low TP. Study 2 revealed that negotiators under high TP were less likely to revise their unfounded fixed-pie perceptions during negotiation and, therefore, reached less integrative agreements. Implications for motivated information processing in negotiation are discussed.

Original languageEnglish
Pages (from-to)280-295
Number of pages16
JournalOrganizational Behavior and Human Decision Processes
Volume91
Issue number2
DOIs
Publication statusPublished - Jul-2003
Externally publishedYes

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