Featured Research

from universities, journals, and other organizations

Face-to-face negotiations favor the powerful

Date:
April 9, 2013
Source:
British Psychological Society (BPS)
Summary:
If you are negotiating with someone who has more power than you it is a good idea to avoid face-to-face meetings.

If you are negotiating with someone who has more power than you it is a good idea to avoid face-to-face meetings.

That is the conclusion of research presented today, Wednesday 10 April 2013, by Michael Taylor from Imperial College London at the Annual Conference of the British Psychological Society in Harrogate.

Michael Taylor and his fellow researchers conducted two studies in which the same negotiation was conducted face-to-face and in a sophisticated 3D virtual simulation. In the first study 74 people took part in a two-sided negotiation in which one party had more power than the other. In the second, 63 people conducted a three-sided negotiation where they were playing the part of people at different levels in a hierarchy.

The results of the first study showed that the side with less power did better in the virtual negotiations than the face-to-face ones. In the second study, the least powerful side outperformed the other two in the virtual negotiations but not in the face-to-face ones.

Michael Taylor says: "It looks as though it is a good idea for less powerful parties to negotiate from remote locations rather than face-to-face. When people negotiate from further apart, it affects their whole way of thinking. This can mean the contextual details of the negotiations, such as power hierarchies, have less impact on the outcome. This has implications for team negotiation and shared decision-making in the workplace."


Story Source:

The above story is based on materials provided by British Psychological Society (BPS). Note: Materials may be edited for content and length.


Cite This Page:

British Psychological Society (BPS). "Face-to-face negotiations favor the powerful." ScienceDaily. ScienceDaily, 9 April 2013. <www.sciencedaily.com/releases/2013/04/130409211857.htm>.
British Psychological Society (BPS). (2013, April 9). Face-to-face negotiations favor the powerful. ScienceDaily. Retrieved July 31, 2014 from www.sciencedaily.com/releases/2013/04/130409211857.htm
British Psychological Society (BPS). "Face-to-face negotiations favor the powerful." ScienceDaily. www.sciencedaily.com/releases/2013/04/130409211857.htm (accessed July 31, 2014).

Share This




More Mind & Brain News

Thursday, July 31, 2014

Featured Research

from universities, journals, and other organizations


Featured Videos

from AP, Reuters, AFP, and other news services

Dieting At A Young Age Might Lead To Harmful Health Habits

Dieting At A Young Age Might Lead To Harmful Health Habits

Newsy (July 30, 2014) Researchers say women who diet at a young age are at greater risk of developing harmful health habits, including eating disorders and alcohol abuse. Video provided by Newsy
Powered by NewsLook.com
It's Not Just Facebook: OKCupid Experiments With Users Too

It's Not Just Facebook: OKCupid Experiments With Users Too

Newsy (July 29, 2014) If you've been looking for love online, there's a chance somebody has been looking at how you're looking. Video provided by Newsy
Powered by NewsLook.com
How Your Face Can Leave A Good Or Bad First Impression

How Your Face Can Leave A Good Or Bad First Impression

Newsy (July 29, 2014) Researchers have found certain facial features can make us seem more attractive or trustworthy. Video provided by Newsy
Powered by NewsLook.com
Losing Sleep Leaves You Vulnerable To 'False Memories'

Losing Sleep Leaves You Vulnerable To 'False Memories'

Newsy (July 27, 2014) A new study shows sleep deprivation can make it harder for people to remember specific details of an event. Video provided by Newsy
Powered by NewsLook.com

Search ScienceDaily

Number of stories in archives: 140,361

Find with keyword(s):
Enter a keyword or phrase to search ScienceDaily for related topics and research stories.

Save/Print:
Share:

Breaking News:
from the past week

In Other News

... from NewsDaily.com

Science News

Health News

Environment News

Technology News



Save/Print:
Share:

Free Subscriptions


Get the latest science news with ScienceDaily's free email newsletters, updated daily and weekly. Or view hourly updated newsfeeds in your RSS reader:

Get Social & Mobile


Keep up to date with the latest news from ScienceDaily via social networks and mobile apps:

Have Feedback?


Tell us what you think of ScienceDaily -- we welcome both positive and negative comments. Have any problems using the site? Questions?
Mobile: iPhone Android Web
Follow: Facebook Twitter Google+
Subscribe: RSS Feeds Email Newsletters
Latest Headlines Health & Medicine Mind & Brain Space & Time Matter & Energy Computers & Math Plants & Animals Earth & Climate Fossils & Ruins