Three conditions are compared for their effects on attempts to resolve differences on issues concerning both values and interests. Two of the conditions were designed to facilitate resolutions in different ways: One reflected the “values-first” approach while the other allowed the parties to concentrate on their interests apart from differences in values (“interests-first”). Both approaches produced more resolutions and more improved perceptions of the negotiating climate than a third condition in which interests derived directly from values that were not the focus of prenegotiation exercises designed to increase understanding. However, the processes by which dyads in the two conditions achieved resolutions differed. Dyads in the values-first condition were more cooperative in the discussions from their initial positions than were those in the interests-first condition. Implications of these results for models of negotiation and for long-term intergroup cooperation were discussed along with suggestions for further analytical work.
ASJC Scopus subject areas
- Business, Management and Accounting(all)
- Sociology and Political Science
- Political Science and International Relations