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Expectancy Disconfirmation and Negotiator Reactions Across Negotiation Episodes
Author(s) -
Kernan Mary C.,
Hunt Courtney Shelton,
Conlon Donald E.
Publication year - 2007
Publication title -
journal of applied social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.822
H-Index - 111
eISSN - 1559-1816
pISSN - 0021-9029
DOI - 10.1111/j.0021-9029.2007.00153.x
Subject(s) - negotiation , expectancy theory , psychology , social psychology , feeling , set (abstract data type) , perception , settlement (finance) , developmental psychology , political science , economics , computer science , finance , neuroscience , law , payment , programming language
In the negotiation literature, relatively little attention has been paid to the impact of negotiator goals and expectancy disconfirmations on negotiator behaviors and affective outcomes. We found that negotiators with larger negative expectancy disconfirmations were less satisfied; set lower targets for a subsequent negotiation; and were more likely to settle with the other party in the second negotiation, rather than requiring third‐party imposition of a settlement. Those negotiators who settled had more positive feelings and perceptions about the negotiation and set higher targets for a third negotiation. Further, negotiators who experienced repeated high levels of negative expectancy disconfirmation also experienced the greatest decrements in their feelings and perceptions across negotiation episodes. Implications of study findings for future research are discussed.