This Article Full Text (PDF) References Alert me when this article is cited Alert me if a correction is posted Citation Map Services Email this article to a friend Similar articles in this journal Alert me to new issues of the journal Add to Saved Citations Download to citation manager Request Permissions Request Reprints Add to My Marked Citations Citing Articles Citing Articles via HighWire Citing Articles via Google Scholar Google Scholar Articles by JORDAN, J. M. Articles by ROLOFF, M. E. Search for Related Content Social Bookmarking                   What's this?

Planning Skills and Negotiator Goal Accomplishment

The Relationship Between Self-Monitoring and Plan Generation, Plan Enactment, and Plan Consequences

MICHAEL E. ROLOFF

Scholars recognize that planning is an essential part of negotiation, but research provides limited insight into the nature of effective negotiation planning. This research is focused on the skills necessary for effective negotiation planning. It is argued that the information processing tendencies of high self-monitors make them particularly adept at planning for negotiations. The authors extend existing work in planning by relating self-monitoring to plan generation, plan enactment, and plan consequences. Results indicate that self-monitoring is related to prenegotiation goal commitment, planning of impression management strategies, planning of integrative tactics, and plan complexity. During negotiations, high self-monitors are more likely to engage in argumentation. However, they are not especially inclined to engage in more information seeking or rapport building. High self-monitors are better able to accomplish negotiation goals, and this appears to be the result of their superior planning skills. Results have implications for plan-based theorizing and for practicing negotiators.

CiteULike    Connotea    Del.icio.us    Digg    Reddit    Technorati    What's this?

This article has been cited by other articles:

				B. R. Burleson and S. R. Mortenson Explaining Cultural Differences in Evaluations of Emotional Support Behaviors: Exploring the Mediating Influences of Value Systems and Interaction Goals Communication Research, April 1, 2003; 30(2): 113 - 146. [Abstract] [PDF]