Data for: Whatever We Negotiate Is Not What I Like: How value-driven conflicts impact negotiation behaviors, outcomes, and subjective evaluations

Published: 24 June 2020| Version 1 | DOI: 10.17632/jkbmvxh7fm.1
Carolin Schuster, Johann Majer, Roman Trötschel


Data of two negotiation experiments. Two factors were manipulated experimentally: The salient motive (whether negotiating parties were driven by personal values or by the utilities) and the provision of information about the counterpart's underlying motive and priorities. The dependent variables are resistance to concession making, integrative trade-offs, joint outcomes (only Study 2), partial impasses (only Study 2), and subjective evaluations of the negotiation.



Psychology, Social Psychology