Cooperate or win: which motive leads to better deals?
Cooperate or win: which motive leads to better deals? — what studies show, and what they don't.
The research
De Dreu, Weingart and Kwon (2000, JPSP) find prosocial motives yield more integrative deals, especially with high resistance to yielding.
The limit
Mostly lab studies. (our executive and employee training programmes)
Practical check in Fribourg
Set a firm threshold, then actively seek mutually useful options. To go further: explore the Advanced Negotiation training in Fribourg, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Fribourg
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