THE IMPACT OF TIME PRESSURE IN NEGOTIATION: A META‐ANALYSIS

Abstract

In negotiation, pressures to reach an agreement are assumed to influence both the processes and the outcomes of the discussions. This paper metaanalytically combined different forms of time pressure to examine its effects on negotiator strategy and impasse rate. High time pressure was more likely to increase negotiator concessions and cooperation than low pressure as well as make agreements more likely. The effect on negotiator strategy, however, was stronger when the deadline was near or when negotiations were simple rather than complex. The effects were weaker when the opponent was inflexible and using a tough negotiation strategy. The effects on cooperative strategies were weaker when incentives for good performance were available than when they were not. Although time pressure in negotiation has significant effects, situational factors play a major role on its impact.

Citation

Stuhlmacher, A.F., Gillespie, T.L. and Champagne, M.V. (1998), "THE IMPACT OF TIME PRESSURE IN NEGOTIATION: A META‐ANALYSIS", International Journal of Conflict Management, Vol. 9 No. 2, pp. 97-116. https://doi.org/10.1108/eb022805