Impact of goal-setting and feedback on negotiators performance in multilateral negotiation

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HeaKyung Ro


Multilateral negotiation is a difficult task for the amicable settlement because of its structural complexity. Therefore, the strategy of problem solving which is commonly used in bilateral negotiation is not readily applicable. This study tries to find an integrative strategy in multilateral negotiations that brings all win-win benefts rather than competition or coaltion for some. To improve the efficiency of multilateral negotiation, the effects of Goal Setting and Feedback were tested. With the 3 studies it was found that amicalbe netotiation is really difficult if the interest structure is incompatible, higher Goal Setting bring rather negative negotiation results, and feedbacks, which lead to the flexible search to the alternative options, are very helpful for good results. We discussed the theoretical extension and the practical implications of these studies.


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