Under Different Relational Situations, The Framework’s Impact On Negotiation Behavior And Outcomes

Negotiation is when people can not achieve their goals relying on unilateral force, make the necessary decision process with others (Thompson,2008). Negotiation may be distributed, may also be integrated. Distributed negotiation is the interests of the negotiating parties is completely inconsistent, benefit party will inevitably lead to damage to the other party. Integrated negotiation is the interests of the negotiators is not exactly the opposite, they may increase the number of resources through exchange, and ultimately achieve results beneficial to each other. This study selects integrated negotiation as object. In his article, friend groups are defined as strong relationship groups with close interpersonal ties and positive, amiable preexisting relationships among members. Acquaintance groups are defined as weak relationship groups with limited familiarity and contact among members (Pri Prandhan Shan, Karen A. Jehn1993). In this paper, the definition of framework is just the key point of prospect theory put forward by Kahneman and Tversky (1979). Relative to the neutral point of reference, the individual results as obtain or loss.First, the article made a full review of framing effect in negotiations, relationship affects negotiation behavior and results. Then made a summary in this field, and found the blank theory in this area relying on prospect theory, then underlied assumptions. The experimental part of this paper is100two-person team participating in a simulation of a second-hand car trading negotiation. The content of negotiations includes three projects:price, delivery period, percentage of down payment. This is a typical integrated negotiation. In the experiment, participants were divided into groups of friends and acquaintances, positive frame group and negative frame set. We got the value of the variables through the recording of negotiation process and negotiation contract. We used one-way ANOVA, two-factor analysis of variance, mean comparison etc. to analyse the relationship between framework, relationship, negotiation behavior and results. Tested Assumptions made before. The results show that researchers had successfully conducted the relation and framework. In acquaintances, standard framing effect arise, that the concessions made by the people under the negative framework are less than the positive framework. In friends, this framing effect was reversed:the concessions made by the people under the positive framework are less than the negative framework. In addition, the results also show that friends are more willing to cooperate with each other, achieved greater joint income, achieve a win-win situation. The study had explained why the entrepreneurial brothers can only thick and thin but not with the rich, and this is also a practical guide for people engaged in commercial negotiations.