The Effects of Framing and Negotiator Overconfidence on Bargaining Behaviors and Outcomes

Abstract

Two systematic biases—the framing of conflict and negotiator overconfidence—are suggested as possible influences on negotiator behaviors. To investigate these biases, 100 subjects were asked to negotiate a five-issue contract under controlled conditions. Results indicated that (1) a positive frame led to more concessionary behaviors and successful performances than a negative frame and (2) realistically confident subjects exhibited more concessionary behaviors and successful performances than subjects who were overconfident. Implications of the results of this study for third-party intervention and the training of negotiators are discussed.