Disconnecting outcomes and evaluations: The role of negotiator focus

Adam D. Galinsky*, Victoria Medvec, Thomas Mussweiler

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

85 Scopus citations

Abstract

Three experiments explored the role of negotiator focus in disconnecting negotiated outcomes and evaluations. Negotiators who focused on their target prices, the ideal outcome they could obtain, achieved objectively superior outcomes compared with negotiators who focused on their lower bound (e.g., reservation price). Those negotiators who focused on their targets, however, were less satisfied with their objectively superior outcomes. In the final experiment, when negotiators were reminded of their lower bound after the negotiation, the satisfaction of those negotiators who had focused on their target prices was increased, with outcomes and evaluations becoming connected rather than disconnected. The possible negative effects of setting high goals and the temporal dimensions of the disconnection and reconnection between outcomes and evaluations are discussed.

Original languageEnglish (US)
Pages (from-to)1131-1140
Number of pages10
JournalJournal of Personality and Social Psychology
Volume83
Issue number5
DOIs
StatePublished - Jan 1 2002

ASJC Scopus subject areas

  • Social Psychology
  • Sociology and Political Science

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