Understanding optimal outcomes: The role of strategy sequences in competitive negotiations

Abstract

Using a simulated employment contract negotiation, this study examined the relationship between negotiation strategies and the quality of negotiated outcomes. A log-linear analysis showed that the frequency and sequencing of strategies was systematically related to negotiation outcomes. Impasse negotiations were characterized by the frequent use of contention and sequences that paired similar (either cooperative or competitive) strategies. Settlement was associated with decreased contention and the use of sequences that paired dissimilar strategies. Increasing joint gain was linked to the introduction of priority information and conciliation as well as to changes in the pattern of informatio..