The effects of abstraction on integrative agreements: When seeing the forest helps avoid getting tangled in the trees

Marlone D. Henderson, Yaacov Trope

Research output: Contribution to journalArticle

Abstract

The present research suggests that negotiators who represented negotiation issues more abstractly were more likely to reach integrative agreements. Specifically, participants who were prompted to directly think about their negotiation issues in a more abstract manner by generating general descriptions of the issues rather than more concretely about the negotiation issues by generating specific descriptions of the issues made more multi-issue offers and achieved higher joint gain from the negotiation. The role of abstraction in negotiation and conflict resolution is discussed.

Original languageEnglish (US)
Pages (from-to)402-417
Number of pages16
JournalSocial Cognition
Volume27
Issue number3
DOIs
StatePublished - Jun 2009

ASJC Scopus subject areas

  • Social Psychology
  • Developmental and Educational Psychology

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