Goal Expectations Meet Regulatory Focus: How Appetitive and Aversive Competition Influence Negotiation

Although negotiators' motivation has long been a central topic of inquiry, little is known about the effects of competitive motivation on negotiator cognition and behavior. This study addresses these issues by integrating Goal Expectation Theory (Pruitt & Kimmel, 1977), Regulatory Focus Theory (Higgins, 1998), and the Motivated Information Processing Model of Negotiation (De Dreu & Carnevale, 2003). We distinguish between two forms of...