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.
Organizational Behavior and Human Decision Processes – Elsevier
Published: Jul 1, 2003
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