The Influence Of Negotiation Subjective Value In The Previous Round On Negotiation Behavior Styles In The Next Round

In fact,negotiation is regarded as the most efficient way to solve conflict.Particularly in the construction industry,cooperative styles contribute to problem solving and beneficial resolutions and constructive conflict,while uncooperative behaviors will lead to inefficiency and deadlocks resulting to disastrous consequence on the project.Although,some scholars have pointed out that negotiation history and outcome have influence on negotiation behaviors,few scholars refine the social psychological measures as subjective value and analyze the relationship between previous round subjective value and next round negotiation behavior in the multi-round negotiation systematically.Thus this paper focuses on this field and makes some analysis.We made two studies to collect data and make analysis.In study 1,we distributed questionnaire among practitioners who work in the top 100 owner and contracting enterprises in China in training programs,and we also distributed some electronic questionnaires by email.We asked responders recall a recent multi-round negotiation case that left a deep impression and then fulfill the questionnaire.In study 2,a total of 205 participants filled out the questionnaire after a simulated negotiation.As for analysis,we examined the potential common method bias and internal consistency and reliability of the scales for both study 1 and study 2.And then,we did the hierarchical regression analysis to verify the relationship between previous round subjective value and next round behavior styles.Both studies certify the hypothesis from different perspectives that SV in the previous round has a significant positive or negative impact on behavior styles in the next round.Specifically,relationship SV positively related to all five negotiation styles and its relationship with integrating,compromising,obliging and avoiding styles is greater than other SVs.Process SV was only positively related to integrating.Instrumental SV shows a negative relationship with uncooperative styles—avoiding and dominating—and its relationship with dominating style was greater than other SVs.However,self SV played an interesting role in that it related to both integrating and dominating styles which looked like they should be incompatible.Through dividing subjective value(SV)into instrumental SV,self SV,process SV,relationship SV,we discuss how every dimension of subjective value in a previous round affects behavior styles in the next round,and we make a comparison to show the distinct and exclusive contribution of a significant branch of SV above and beyond other effects on a certain style.Therefore,this thesis could benefit further research in negotiation because it can help to explain the relationship between previous round SV and next round negotiation behaviors,and it can provide some support for negotiators in practice.