Integrative and distributive strategies in a controlled negotiation experiment

The aim of the present study is to investigate the use of integrative and distributive negotiation strategies in a controlled setting. While a lot of research has been conducted on integrative and distributive strategies in negotiation, most studies did not exercise control over the negotiation process. In such settings each negotiation is different from another and it is difficult to assess why negotiators use specific strategies and tactics. To overcome this issue, I conduct an experiment in which the opponent’s tactics and proposals are kept constant. The results indicate that negotiators engage in reciprocal behavior only in a neutral negotiation context and only if the opponent uses integrative strategies and tactics.