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Skillful Inquiry as a Means to Success in Mixed‐Motive Negotiation 1
Author(s) -
Fairfield Kent D.,
Allred Keith G.
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.1559-1816.2007.00240.x
Subject(s) - negotiation , assertiveness , psychology , social psychology , work (physics) , sociology , social science , mechanical engineering , engineering
People typically regard mixed‐motive negotiations as competitive situations requiring assertive strategies, which often preclude achieving integrative gains. However, much of Argyris' (1976, 1982, 1993) work suggests that questions, rather than just statements, are necessary to create clear understanding of other people's interests and goals, which has been shown (Allred, Mallozzi, Matsui, & Raia, 1997) to be linked to integrative gains. Experimental evidence indicated that the more positive regard negotiators felt for each other, the more they would inquire into the other's needs and interests. The evidence also suggested that more inquiry produced more accurate understanding of the other side's interests, which led to greater integrative gains. These findings are congruent with theory of successful dialogue derived in less contentious settings.