Framing in Negotiation

The aim of this doctoral thesis is to investigate the effects of integrative and distributive language framing in negotiation. Previous research on framing in negotiation has primarily focused on dispositional frames or manipulated the negotiator’s frame before the negotiation, e.g., by representing the endeavor as gain or loss. I propose that by employing different linguistic variations and highlighting different qualities throughout the negotiation process, integrative and distributive language frames identical situations and factual offers differently, and, consequently, evokes different perceptions and decisions by the negotiator. In three studies I kept the economic aspects constant by using identical offers and payoffs, yet equivalent substantive content was framed differently using integrative or distributive language. Although a rational decision maker should not be influenced by the wording of offers, my results show a substantial impact of integrative and distributive language framing on the negotiator’s perception and decision making. Despite being confronted with the same factual content, negotiators receiving integratively framed messages proposed different counteroffers, were more satisfied with the process and the outcome, perceived quality of communication to be better and levels of fairness to be higher, and were more likely to engage in future negotiations with the counterpart.