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Avoiding the Agreement Trap: Teams Facilitate Impasse in Negotiations with Negative Bargaining Zones

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journal contribution
posted on 01.11.2009 by Taya Cohen, Geoffrey J Leonardelli, Leigh Thompson

The agreement trap occurs when negotiators reach deals that are inferior to their best alternative agreements. The paper extends prior negotiation research by investigating whether teams display greater wisdom than solos in knowing when to walk away from the negotiating table, and thereby avoid the agreement trap. Two experiments compared teams and solos in a negotiation in which reaching agreement was unwise because of misaligned interests. The negotiation involved a real-estate transaction in which the optimal solution was for the parties to declare an impasse. Study 1 found that two- and three-person teams were significantly more likely than solos to impasse. Study 2 found that the party faced with the greater need to make accurate judgments about the alignment between their own and their counterpart’s interests benefited most from the addition of a teammate. These findings offer insight into why the agreement trap occurs and how it can be reduced.

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Publisher Statement

This is the author’s version of a work that was accepted for publication in Journal of Experimental Social Psychology. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication.

Date

01/11/2009

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