Determination of Compromising Behavior in Negotiation: A Meta-Analysis

Druckman, D. (1993). Determination of Compromising Behavior in Negotiation: A Meta-Analysis. IIASA Working Paper. IIASA, Laxenburg, Austria: WP-93-003

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Abstract

Effects of eight variables on yielding behavior and time to resolution were evaluated by a meta-analysis of published bargaining experiments reported over a twenty-five year period. The strongest effect sizes were obtained for the variables of prenegotiation experience, negotiator's orientation, initial position distance, and time pressure. Weak effect sizes were shown for large versus small issues, representation, and visibility of the bargaining process. These results challenge the assertion made by Blake and Mouton (1989) that group representation is the most important determinant of competitive behavior in bargaining. Analyses of differences in procedures used in the strongest and weakest effect-size studies in each category suggest a number of conditions under which bargainers are likely to be intransigent. Comparison of the meta-analysis results with those obtained from a simulation where similar variables were combined in scenarios revealed stronger effect sizes for the combined variables both across and within stages of the simulation. Further analyses would elucidate effects of other independent and dependent variables as these are explored in future experimentation.

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