Georgescu, Denis (2016) How Original versus Feasible Ideas Influence Negotiation Strategies. The Moderating Role of Negotiators’ Extraversion. Bachelor thesis, Psychology.
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Abstract
In negotiation settings, individuals often advocate ideas that differ in how novel or uncommon they are (i.e., in originality) and or how common, usual, and effective they are (i.e., in feasibility). Differences of negotiators in the originality or feasibility of their ideas or suggested solutions, may influence how they approach the negotiation. Original ideas are typically novel and uncertain, whereas feasible ideas are practical, effective and common, and these differences are theorized to evoke different negotiation strategies. The present study examined whether defending original versus feasible ideas influences the use of forcing (i.e., trying to maximize one’s own gains) and problem-solving (i.e., trying to maximize the gains of everyone involved) strategies in negotiation. Moreover, given its relevance in social influence and persuasion during negotiations, we further investigated the moderating role of Extraversion in this relationship. Participants were randomly assigned to defend either an original or a feasible idea in a vignette-based negotiation scenario and reported the strategies they would use. Extraversion was measured as an individual difference variable. Contrary to expectations, idea type (original versus feasible) did not significantly predict the use of forcing or problem-solving strategies, and Extraversion did not moderate the relationship between idea type and negotiation strategies. These findings suggest that, in imagined negotiation contexts, individuals rely on general strategic tendencies rather than adjusting their approach to the originality or feasibility of the idea they defend. The results underscore the importance of real social interaction in negotiation strategies.
| Item Type: | Thesis (Bachelor) |
|---|---|
| Supervisor name: | Fousiani, K. and Kuppens, T. |
| Degree programme: | Psychology |
| Differentiation route: | None [Bachelor Psychology] |
| Date Deposited: | 19 Mar 2026 07:16 |
| Last Modified: | 19 Mar 2026 07:16 |
| URI: | http://gmwpublic.studenttheses.ub.rug.nl/id/eprint/6332 |
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