Title

Toward A Theory Of Agenda Setting In Negotiations

Title - Alternative

J. Consum. Res.

Keywords

Buyer-Seller Negotiations; Self-Serving Biases; Bilateral Negotiations; Attributional Search; Causal Attribution; Exchange Processes; Future; Interaction; Decision-Making; People Ask; Satisfaction; Business

Abstract

To date, negotiation research in two-party situations has largely focused on single issues or on multiple issues bargained simultaneously. In this paper, we develop, from a behavioral perspective, a conceptual framework and an associated set of propositions concerning the influence and interaction of a number of factors on agenda setting. We examine the consequences of negotiating multiple issues sequentially as opposed to discussing them simultaneously. Specifically, we posit (a) conditions under which sequential versus simultaneous negotiations are advantageous, (b) conditions that promote and inhibit integrative agreements between parties involved in sequential negotiations, and (c) conditions that foster greater utility and timeliness to the negotiating parties. In addition, directions for future research and methodological guidelines for testing the propositions are discussed.

Publication Title

Journal of Consumer Research

Volume

19

Issue/Number

4

Publication Date

1-1-1993

Document Type

Review

Language

English

First Page

637

Last Page

654

WOS Identifier

WOS:A1993KQ35100012

ISSN

0093-5301

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