IMPORTANT NOTE

Due to a fuckup in data collection, we have only partial data for some of the items. Participants randomly saw three of the following four blocks: OP behavior, norms, help/hurt, and advice. What should’ve happened was: they would see OP behavior, norms, and help/hurt in a random order, and only then see advice. This means that for these items, we have about 3/4 of the sample instead of the entire sample. AND - some people saw the advice question relatively early, so they may not have had our labels (opponent vs. partner) super ingrained at the point in which we asked them for advice.

Retention

att_1: What matters most to you in this negotiation? Correct answer: Expanding the project to include the hallway wall
att_2: Please select Somewhat Disagree

att_1 att_2 N
0 0 1
0 1 12
1 0 4
1 1 186

Retention by condition

label N
opponent 95
partner 91

Demographics

Race

race N Perc
asian 13 6.99
black 18 9.68
hispanic 8 4.30
multiracial 8 4.30
white 138 74.19
NA 1 0.54

Gender

gender N Perc
man 92 49.46
woman 93 50.00
NA 1 0.54

Education

edu N Perc
GED 52 27.96
2yearColl 22 11.83
4yearColl 77 41.40
MA 25 13.44
PHD 8 4.30
NA 2 1.08

Income

SES

Political ideology

Mean scores

There are four perspective for each set of behaviors: (1) One’s own hypothetical behavior; (2) OP’s hypothetical behavior; (3) The extent to which the behavior will help in the negotiation; and (4) Injunctive norms about the behavior (would people close to you approve this behavior).

Each perspective has six items:
1. Trying to mislead or deceive my negotiation (partner/opponent) about my priorities
2. Being transparent, sharing truthful information about my perspective with my negotiation (partner/opponent)
3. Being tough toward my negotiation (partner/opponent), trying to intimidate them
4. Acting in a friendly way toward my negotiation (partner/opponent)
5. Trying to anchor the negotiation in my favor by putting forth an extreme proposal on all issues
6. Offering a reasonable proposal, starting in some middle range on all issues

I reverse-scored items 2, 4, and 6, and created three mean scores per perspective:
deceit = mean of 1 and 2_R (ryou = 0.66; rop = 0.73; rhelp = 0.64; rnorm = 0.52)
tough = mean of 3 and 4_R (ryou = 0.34; rop = 0.49; rhelp = 0.23; rnorm = 0.17)
anchor = mean of 5 and 6_R (ryou = 0.17; rop = 0.27; rhelp = 0.14; rnorm = 0.15)

hmm, the deceit items work pretty well together, but the tough and anchor don’t. I’ll look at the deceit mean score and the rest of the items separately.

Personal Behavior

Alright, let’s start by looking at the effect of condition on each of the personal behavior.

Deceit

label M SD
opponent 1.94 0.91
partner 1.87 0.98

t(181.46) = 0.49, p = .624, d = 0.07

oh boy. There’s not a lot to work with here. Seems like people are generally unwilling to deceive their counterparts, regardless of OP label.

Toughness and anchoring

What about the rest of the personal behaviors? Let’s take a look…

for reference, here are the items:
3. Being tough toward my negotiation (partner/opponent), trying to intimidate them
4R. Acting in a friendly way toward my negotiation (partner/opponent)
5. Trying to anchor the negotiation in my favor by putting forth an extreme proposal on all issues
6R. Offering a reasonable proposal, starting in some middle range on all issues
R indicates that the item is reverse-scored

item opponent_M opponent_SD partner_M partner_SD
behav_3 1.83 1.03 1.92 1.13
behav_4R 1.55 0.71 1.55 0.81
behav_5 2.40 1.19 2.64 1.27
behav_6R 1.75 0.79 1.76 0.92

behav_3: t(180.68) = -0.58, p = .564, d = -0.08
behav_4R: t(178.95) = -0.02, p = .985, d < 0.01
behav_5: t(181.85) = -1.32, p = .190, d = -0.19
behav_6R: t(176.71) = -0.09, p = .931, d = -0.01

well, not a lot to go by here either. Are we getting a ceiling effect for how nice people are? People’s goodwill is fucking with our research.

Expected OP behavior

Let’s see what people expect of their OP’s. I’ll do exactly what I did above, but for expectations of OP behavior. Let’s take a look…

Deceit

label M SD
opponent 2.48 0.99
partner 2.27 1.05

t(134.74) = 1.21, p = .227, d = 0.21

This is a little better. Closer to the effect we’d expect. People are slightly more likely to think their opponent (vs. partner) will deceive them.

Toughness and anchoring

What about the rest of the personal behaviors? Let’s take a look…

for reference, here are the items:
3. Being tough toward my negotiation (partner/opponent), trying to intimidate them
4R. Acting in a friendly way toward my negotiation (partner/opponent)
5. Trying to anchor the negotiation in my favor by putting forth an extreme proposal on all issues
6R. Offering a reasonable proposal, starting in some middle range on all issues
R indicates that the item is reverse-scored

item opponent_M opponent_SD partner_M partner_SD
behav_3 2.51 1.19 2.40 1.22
behav_4R 2.14 0.86 2.01 1.01
behav_5 2.90 1.19 2.90 1.29
behav_6R 2.51 0.90 2.19 1.02

behav_3: t(135.66) = 0.54, p = .588, d = 0.09
behav_4R: t(130.26) = 0.78, p = .438, d = 0.13
behav_5: t(133.75) = 0.03, p = .973, d < 0.01
behav_6R: t(132.18) = 1.95, p = .053, d = 0.33

ok, not a lot here, but looks like people think opponents are less likely to offer a reasonable proposal. alrighty, let’s keep going.

Expected impact

How much will each of these behavior help for the outcome of the negotiation?

Deceit

label M SD
opponent 2.06 0.93
partner 1.92 1.07

t(133.90) = 0.85, p = .398, d = 0.14

Okay okay. It might also be more helpful to deceive an opponent than to deceive a partner in a negotiation. cool cool.

Toughness and anchoring

Again, for reference, here are the items:
3. Being tough toward my negotiation (partner/opponent), trying to intimidate them
4R. Acting in a friendly way toward my negotiation (partner/opponent)
5. Trying to anchor the negotiation in my favor by putting forth an extreme proposal on all issues
6R. Offering a reasonable proposal, starting in some middle range on all issues
R indicates that the item is reverse-scored

item opponent_M opponent_SD partner_M partner_SD
behav_3 2.24 1.23 2.19 1.09
behav_4R 1.63 0.90 1.65 0.94
behav_5 2.69 1.31 2.91 1.27
behav_6R 1.73 0.88 1.70 0.94

behav_3: t(135.37) = 0.28, p = .783, d = 0.05
behav_4R: t(136.65) = -0.15, p = .880, d = -0.03
behav_5: t(136.94) = -1.04, p = .301, d = -0.18
behav_6R: t(136.11) = 0.21, p = .832, d = 0.04

Not a lot here… ok, all good. Let’s see any effects on injuctive norms.

Injunctive norms

For each of the behaviors, we asked: To what extent do you think people who are close to you would approve of you engaging in each of the following behaviors in this negotiation?

Deceit

label M SD
opponent 1.86 0.89
partner 1.52 0.75

t(132.89) = 2.40, p = .018, d = 0.41

Wow. Norms are really influenced by this. This is super interesting. Not quite sure what this means at this point, but we should definitely think about this more carefully. Super interesting that nothing else showed an effect, but that injucntive norms were so influenced by the use of the label. Obviously, grain of salt, might be a fluke, we’ll need to replicate and all, but just something to think about.

Toughness and anchoring

Again, for reference, here are the items:
3. Being tough toward my negotiation (partner/opponent), trying to intimidate them
4R. Acting in a friendly way toward my negotiation (partner/opponent)
5. Trying to anchor the negotiation in my favor by putting forth an extreme proposal on all issues
6R. Offering a reasonable proposal, starting in some middle range on all issues
R indicates that the item is reverse-scored

item opponent_M opponent_SD partner_M partner_SD
behav_3 2.37 1.17 2.18 1.19
behav_4R 1.53 0.65 1.27 0.64
behav_5 2.83 1.15 2.82 1.28
behav_6R 1.69 0.81 1.57 0.87

behav_3: t(134.45) = 0.95, p = .342, d = 0.16
behav_4R: t(134.91) = 2.35, p = .020, d = 0.40
behav_5: t(132.20) = 0.04, p = .971, d < 0.01
behav_6R: t(133.01) = 0.82, p = .412, d = 0.14

hmm, do for this super nice sample (look at the distribution of 4_R), saying they’re dealing an opponent rather than a partner, means close others will expect them to be less friendly. okay.

Advice-giving

Before we look at anymore analyses, I’ll just flag that we asked them to give advice to someone who would be in that situation. See their responses at the bottom of this doc.

CWV as a moderator

Moderating personal behavior

Deceit

label CWV_SDsplit M SD
opponent LOW 1.45 0.69
opponent MIDDLE 1.90 0.88
opponent HIGH 2.64 0.87
partner LOW 1.22 0.36
partner MIDDLE 1.90 0.91
partner HIGH 2.47 1.33
Effect DFn DFd F p p<.05 ges
label 1 180 0.802 3.72e-01 0.004
CWV_SDsplit 2 180 16.439 3.00e-07
0.154
label:CWV_SDsplit 2 180 0.297 7.43e-01 0.003

Main effect of CWV. Pretty cool, but yeah, looks like the OP label isn’t doing much here. Let’s check out some more behaviors

Toughness and anchoring

3. Being tough toward my negotiation (partner/opponent), trying to intimidate them
4R. Acting in a friendly way toward my negotiation (partner/opponent)
5. Trying to anchor the negotiation in my favor by putting forth an extreme proposal on all issues
6R. Offering a reasonable proposal, starting in some middle range on all issues
R indicates that the item is reverse-scored

CWV_SDsplit item opponent_M opponent_SD partner_M partner_SD
LOW behav_3 1.24 0.44 1.44 0.89
LOW behav_4R 1.10 0.30 1.19 0.40
LOW behav_5 1.67 0.73 2.00 1.32
LOW behav_6R 1.43 0.60 1.75 1.06
MIDDLE behav_3 1.73 0.86 1.80 0.97
MIDDLE behav_4R 1.66 0.69 1.52 0.72
MIDDLE behav_5 2.43 1.17 2.65 1.16
MIDDLE behav_6R 1.73 0.73 1.75 0.84
HIGH behav_3 2.83 1.29 2.93 1.39
HIGH behav_4R 1.72 0.89 2.07 1.16
HIGH behav_5 3.17 1.20 3.27 1.39
HIGH behav_6R 2.17 0.99 1.80 1.15

looks like a lot of CWV main effects. behav_6R looks interesting - potential interaction with condition. Let’s run an ANOVA:

Effect DFn DFd F p p<.05 ges
label 1 180 0.004 0.950 2.17e-05
CWV_SDsplit 2 180 1.898 0.153 2.10e-02
label:CWV_SDsplit 2 180 1.423 0.244 1.60e-02

ok, not quite, but let’s see if this is even interesting. Let’s interpret this as if it’s significant. Looks like if we use a “partner” label, participants’ CWV doesn’t matter for how reasonable their initial offer would be. For the “opponent” label, high CWV participants would be less likely to offer a reasonable initial offer.

Moderating prediction of OP behavior

Let’s do everything we just did, but for OP behavior/

Deceit

label CWV_SDsplit M SD
opponent LOW 2.09 0.69
opponent MIDDLE 2.59 1.07
opponent HIGH 2.64 0.95
partner LOW 1.54 0.66
partner MIDDLE 2.42 0.92
partner HIGH 2.64 1.50
Effect DFn DFd F p p<.05 ges
label 1 133 1.518 0.220 0.011
CWV_SDsplit 2 133 6.525 0.002
0.089
label:CWV_SDsplit 2 133 0.596 0.553 0.009

Looks like the effects here are between low and mid-high CWV. No effect of condition.

Toughness and anchoring

3. Being tough toward my negotiation (partner/opponent), trying to intimidate them
4R. Acting in a friendly way toward my negotiation (partner/opponent)
5. Trying to anchor the negotiation in my favor by putting forth an extreme proposal on all issues
6R. Offering a reasonable proposal, starting in some middle range on all issues
R indicates that the item is reverse-scored

CWV_SDsplit item opponent_M opponent_SD partner_M partner_SD
LOW behav_3 2.00 0.71 1.64 1.08
LOW behav_4R 1.94 0.75 1.36 0.63
LOW behav_5 2.29 0.92 1.86 1.03
LOW behav_6R 2.24 0.66 1.79 0.80
MIDDLE behav_3 2.45 1.21 2.43 1.06
MIDDLE behav_4R 2.16 0.91 2.07 0.84
MIDDLE behav_5 2.98 1.23 2.98 1.14
MIDDLE behav_6R 2.61 0.95 2.19 0.83
HIGH behav_3 3.55 1.13 3.27 1.42
HIGH behav_4R 2.36 0.81 2.64 1.50
HIGH behav_5 3.55 1.04 3.91 1.30
HIGH behav_6R 2.55 1.04 2.73 1.62

here, behav_4R looks interesting. ANOVA:

Effect DFn DFd F p p<.05 ges
label 1 133 0.547 0.461 0.004
CWV_SDsplit 2 133 5.966 0.003
0.082
label:CWV_SDsplit 2 133 1.546 0.217 0.023

For partner label, the effect of CWV is much stronger. So, using that label allows CWV to come out more when assessing how kind the OP would be.

Moderating injunctive norms

When we checked for main effects on norms, we found quite a few. Let’s see if CWV moderates some of those effects.

Deceit

label CWV_SDsplit M SD
opponent LOW 1.50 0.88
opponent MIDDLE 1.90 0.88
opponent HIGH 2.23 0.79
partner LOW 1.04 0.14
partner MIDDLE 1.58 0.64
partner HIGH 1.86 1.21
Effect DFn DFd F p p<.05 ges
label 1 131 5.589 0.020
0.041
CWV_SDsplit 2 131 6.384 0.002
0.089
label:CWV_SDsplit 2 131 0.093 0.911 0.001

Two main effects, but no interaction. Alrightly.

Toughness and anchoring

3. Being tough toward my negotiation (partner/opponent), trying to intimidate them
4R. Acting in a friendly way toward my negotiation (partner/opponent)
5. Trying to anchor the negotiation in my favor by putting forth an extreme proposal on all issues
6R. Offering a reasonable proposal, starting in some middle range on all issues
R indicates that the item is reverse-scored

CWV_SDsplit item opponent_M opponent_SD partner_M partner_SD
LOW behav_3 2.12 1.15 1.77 1.17
LOW behav_4R 1.31 0.60 1.08 0.28
LOW behav_5 2.44 0.96 1.77 0.93
LOW behav_6R 1.62 0.96 1.62 1.19
MIDDLE behav_3 2.26 0.98 2.21 1.17
MIDDLE behav_4R 1.58 0.63 1.23 0.43
MIDDLE behav_5 2.81 1.20 3.09 1.25
MIDDLE behav_6R 1.67 0.71 1.51 0.63
HIGH behav_3 3.18 1.60 2.55 1.29
HIGH behav_4R 1.64 0.81 1.64 1.29
HIGH behav_5 3.45 1.04 3.00 1.18
HIGH behav_6R 1.82 0.98 1.73 1.27

yeah, idk, nothing to write home about.

Negotiation Views

We asked them about their views on negotiations in general: Let’s step back from this particular situation for a moment. We’d like your view on negotiations in general.
1. Negotiation is like a battle; you have to be prepared to do whatever it takes to win
2. Negotiation is like a dance where the sides take turns leading and following
3. Negotiation is like solving a problem; everyone’s ideas and creativity are needed to find a good solution
4. Negotiation is like a minefield; one wrong step and everything can blow up

item opponent_M opponent_SD partner_M partner_SD
negot_1 3.37 1.66 3.82 1.82
negot_2 5.52 1.12 5.33 1.41
negot_3 6.13 0.94 5.87 1.33
negot_4 3.79 1.82 3.85 1.79

negot_1: t(180.89) = -1.78, p = .076, d = -0.26
negot_2: t(171.76) = 1.00, p = .321, d = 0.15
negot_3: t(161.27) = 1.53, p = .129, d = 0.23
negot_4: t(183.85) = -0.21, p = .831, d = -0.03

No difference by condition. But to be fair, we did ask them “to step back from this particular situation.”

Advice

label CWV_SDsplit advice
opponent MIDDLE I wouldn’t. I am the last person that should be giving “negotiation advice”, although I would always advise people to negotiate in honesty, good faith and Christian love.
partner LOW I would advise them to agree to the later start date if they throw in the painting for free, even though I prefer an earlier start date.
partner MIDDLE I would tell them that you attract more flies with honey. There is no reason to treat people badly or lie to them just so you can get what you want. If you have to wait a few weeks to get what you want, that’s what must be done.
opponent MIDDLE Be friendly, but clear. Be willing to bend to what they wanted so you can slip in what you now want.
opponent MIDDLE I wouldn’t let them know how important the hallway wall is. I would appease them by agreeing to a later start date if they throw in the hallway wall in the current proposal.
opponent MIDDLE I would tell them to just be honest about how you feel. Be clear about what you want. No need for intimidation or lying.
opponent HIGH I would tell them to try to meet in the middle as a minimum but try to get the negotiation more into their favor. One way would be to act nice but not be aggressive in order to sway their opinion of you into giving into your wants/needs.
partner MIDDLE I would tell them to act as if they have other proposals that include the additional work for about the same price.
opponent HIGH I would advise them to consider what is most important and focus on that. Work with the other person to find a way to compromise so everyone is content with the outcome.
partner HIGH I’d tell them to go with their gut and try to make sure they are still getting what they desire. Try to reach a mutual agreement in which both parties are satisfied
partner LOW to be friendly but firm - state your case, be flexible and honest. there is no reason to be rude or overly demanding
partner MIDDLE I would tell them that we can start at a later time frame, but we needed to include the hallway as well. Be as friendly as possible because most people do not respond well to anger.
opponent MIDDLE Treat the other party fairly and with respect. Negotiation is about give and take, but if you don’t give them their due respect they won’t be as willing to give up on their end of the deal.
opponent LOW You want to maintain a good relationship with the contractor (he or she will be working on your house after all!), so keep the negotiations friendly.
partner MIDDLE I would tell them to be honest with the priority in work that you want completed. Try to be mindful of what the contractor wants as well, since they are the one doing the work you want to keep them happy so they don’t do a poor job.
opponent LOW I would advise that honey always attracts more than vinegar. In other words, being nice and honest will probably go a long way in getting the contractor to do what you want.
opponent MIDDLE Be upfront with your additions and see what they have to say. If it doesn’t work out with them there are other contractors.
opponent HIGH Be reasonable and try to come to an amicable conclusion with the other party and avoid major conflict.
opponent MIDDLE I would tell them to be a decent person and be honest. I would also tell them if they resort to manipulation of a hard-working person I hope that person does not take their job.
partner MIDDLE I would recommend neither a friendly nor an aggressive negotiation stance, at least initially, and opt for a neutral/professional approach instead. I would also suggest being transparent about the project priorities and being open to a compromise.
opponent HIGH i would tell to behave properly and be calm when discussing proposals. Do not be hasty in your decisions.
partner MIDDLE I would be truthful during the negotiation. I would emphasize the most important aspects that are my highest priorities. I would also let them know that I am willing to compromise.
opponent MIDDLE I would tell them to start in the “middle” and include the extra wall so there’s still room to negotiate. For example, extra wall, $1450, two week start time. That way, you can negotiate to extra wall, $1600, three weeks so the contractor “wins” on the two points that matters to him/her and you win on the one point (extra wall) that you care about.
opponent MIDDLE Go into the negotiation knowing exactly what you want and need, and what you are willing to compromise on at each stage of negotiation. Know that its probable that the competitor will play hardball and you should be prepared with options in your mind for this.
opponent LOW Be firm and upfront in what you want. Let them know they’ll include the hallway within your budget or you’ll find someone else.
opponent MIDDLE I would advise them to be assertive in what they want. At the end of the day, they are in control of the situation for the most part. I would advise caution on asking for too much (something cheap and fast? Not happening- and contractors are not working for slave wages either), but there is always potential for other opportunities down the line if things don’t work out.
partner HIGH Be polite, professional, and listen to what the other person wants to achieve. Some negotiations end up with one side just ignoring key conditions the other one needs.
partner MIDDLE I would tell them to be upfront and let the negotiation partner know whats most important. I feel if you are upfront and honest, and friendly so will the negotitation partner and you will both be happy with the encounter/project.
partner MIDDLE I would say be honest about your needs because things would be difficult if they find out you are lying. Also don’t make them your enemies.
opponent HIGH You could simply ask the company if they could include the painting of the wall in their work. They would probably give you a revised estimate but that doesn’t seem to be the big issue. The main priority is getting the wall painted in addition to the other work.
partner LOW I would be honest from the beginning about your wants and expectations. If you don’t tell them what you want, you may end up disappointed in the end.
partner MIDDLE I would tell them to be friendly and nice and try to find a good solution. Also, I would tell them to find a way to come to agreement by sticking to your side of the agreement.
opponent HIGH Always start off extreme and negotiate to a “middle common ground” that is still in your favor. Tell the person exactly what you want and how you want it.
opponent MIDDLE I would recommend being calm and friendly but also assertive to make sure you get the most for your money.
opponent MIDDLE I would try to keep things civil and friendly, and concentrate on reading their body language, what they say and how they react to what you say, to get a temperature on how receptive and reasonable they are. I don’t think it’s necessary for complete transparency from the outset, and you’re going to have to feel your way through it, but I don’t count on deception being necessary.
partner MIDDLE To be honest and to work with each other to a point that you both know and understand what you want. Also to get things in writing too.
partner MIDDLE try not to reveal all your cards. in this case where you want extra work done there should be concessions made for them in budget.
opponent MIDDLE begin by mentioning the start date is flexible. Follow up by mentioning the increased scope of the project.
opponent MIDDLE I would tell them to make it seem like you have multiple options to go with for a contractor and to not seem desperate.
partner MIDDLE I would say to be honest about what it is that you are hoping to get out of the project upfront, and not try to be misleading or dishonest.
opponent MIDDLE Be very clear and transparent about what you want and how you went it done as well as which dates are best for you and price.
partner MIDDLE I would tell them to consider the overall project. I would also tell them why my priorities matter to me. Additionally, I would tell them that I was willing to negotiate, but that I would stand very firmly on seeing my goals met.
opponent MIDDLE I would tell them to state what they value the most and to have an open mind for compromises. Since it’s a negotiation it’s up to both parties to reach different compromises. I would advise against lying and other tricks because it can end up hurting the negotiation process.
opponent HIGH I think you have to be firm and tough. You don’t necessarily have to be deceptive, but you have to give the other negotiator the belief that you’re not very flexible, and that they’re going to have to accommodate you and not the other way around.
partner MIDDLE Be assertive with your priorities. However, don’t be so assertive you alienate your negotiation partner.
partner LOW Be honest, be friendly. You might not get the best possible deal, but you’ll keep your integrity and your dignity.
partner LOW It would be beneficial to begin the negotiations in a friendly tone, as to increase the probability that there will be a meeting of the minds. The point of negotiations is to ensure both parties get what they are seeking, without damaging the other party.
opponent MIDDLE I would tell them to be as open and honest as possible because I am sure contractors have heard it all at this point and they would want someone who is willing to work with them so they could provide the best service possible.
opponent HIGH I would tell them to be firm and knowledgeable about the entire process. Make it known that they have done their homework and at least know how to negotiate.
partner MIDDLE I would tell them to be honest and put it all on the table as far as the terms and conditions and what the homeowner needs and wants to be done. Be stern but also be polite.
opponent MIDDLE Just show how you would really like this to happen. Let them know it would be very important to have this included in the process.
opponent LOW I would tell them to try and feel out the other person’s mood and/or what their strategy is. I feel like being reasonable and helpful is generally a good idea when working with others, but there are definitely some that would take advantage of that.
partner MIDDLE I would tell the individual to maintain a transparent and assertive attitude while holding an approachable persona. In other words, it is important to seem responsive and willing to listen, while keeping in mind that you have a priority that you must get across to your negotiation partner.
partner MIDDLE Typically I have found being a friendly person in a negotiation works best. People don’t want to negotiate with a friend and are more likely to be agreeable with someone they might consider a friend.
partner MIDDLE I would tell them to be upfront and honest with them in the negotiation. In this situation since your priority is not budget or start date you would not have an issue getting what you want.
opponent MIDDLE I would tell them to be honest about the situation. Tell them you would like the hall painted and would it be possible to stay in the budget and that maybe saying a later start date would be fine.
partner MIDDLE I would tell them to be certain of what they want the outcome to be. They should then concentrate on a middle ground rather than going to an extreme in the negotiation in order to facilitate more amiable negitiations.
opponent LOW I would be open and honest, and explain my priority to them. I would hope we could negotiate in a friendly manner.
opponent LOW When dealing with a contractor, I find it is best to be direct, and truthful. You can’t spring things on them and not expect to pay more, or not get what you want. It is also good to submit and receive everything in writing, to keep both parties honest; that way, when you don’t get something you thought you’d asked for, you can refer to the paperwork.
partner LOW you should be as transparent as possible. you should try to give the client the best product and prices
partner LOW I would tell them to be upfront and honest about all the tasks you want done from the very beginning. Ideally, you should let the contractor know everything you want done before the first estimate is done.
partner MIDDLE I think it is best to behave in an honest and open manner in this negotiation. I would explain how you would like to include painting the extra wall in the project, and that if that was acceptable you would be willing to let the contractor start at the later date that he or she wanted.
partner MIDDLE I would say that it is best to stay cordial and explain why you feel it is necessary to do things the way you want them. I also think it is best to tell the truth therefore no one would feel bad at the end.
partner LOW I would tell them to just be friendly and truthful and they will probably do the same. If you try to act demanding they might get mad and do a bad job to get back at you.
partner MIDDLE The most important thing is to know what you want the most. Do your best to protect your priorities but be willing to bend on things that matter less to you. Your goal is to come to an agreement with the other party, not force your will on them.
partner LOW Always be honest, nice and fair. No one wants to deal with someone hateful. If you are always honest you never have to keep up with what lie you are telling who.
partner MIDDLE Hold firm on what you are wanting done. Be polite and friendly, but firm. Sometimes it helps to start off with a bigger ask than what you want to negotiate down to what you want, but I don’t do that.
opponent LOW I would suggest that they just be honest about their priorities, and being willing and fair to compensate the other party if they can accommodate the wall. I feel people respond better when they feel like they are being treated fairly and honestly and ultimately want “good business” to occur.
opponent MIDDLE Try to be friendly and maybe ask for more than you want. It’s important to be able to read body language and get a sense of their personality type in order to best negotiate.
opponent LOW I would tell them to just be honest and talk with the contractors to see if they can include the wall. I would let them know that it was important that they prioritize that.
opponent LOW I would say not to go to the extremes. Do not try to mislead or to lie, as that is immoral. Always try to find something that both sides can both agree to and respect.
partner HIGH I would suggest to them that they just be up front and mention the hallway wall. Tell them that you forgot about it originally and ask if they could please get it done.
opponent MIDDLE I would be firm about my boundaries but at the same time acknowledge what they want as well. I will be clear and decisive and reasonable with them.
opponent HIGH I would tell someone to behave kindly and fairly. It’s not worth losing something if the negotiation attempt fails or backfires so you want to be smart about how you proceed.
opponent LOW Be honest and open and do not try to deceive. If they find out later you lied to them they may decide not to do the project at all or may quit in the middle of the job.
partner MIDDLE I would say they should try to be as honest as possible about what they really want done. It would make the negotiator plan better and do a better job at the end
partner HIGH I would tell them to not let on right away what outcome they truly desire, if the other party knows what really matters they will try to do something to prevent it. I would say to make something that is not important seem important, so if money is not an issue make it one so then when you back away from that it and they choose to focus on something else that you really want, it will seem like a win for them.
opponent MIDDLE I would tell them to decide exactly what they want and to always show confidence. Do not allow the other party to intimidate or disregard their needs.
opponent LOW Since the start date doesn’t matter much to you I would suggest offering them the latest start date available as long as they’re willing to add in the painting the wall.
opponent LOW I would follow the advice my father always gave me when he was alive. You catch more bees with honey than you do vinegar. Be kind.
opponent MIDDLE I would start out with a middle ground offer of 5 weeks and $1450. When the painter counters, I would suggest take the offer and add the hallway.
partner MIDDLE I would tell them to ask for more than they actually want. Then you can negotiate down from there, maximizing your satisfaction and meeting your goal as closely as possible.
partner HIGH I would suggest that you be warm and friendly but don’t show all your cards. You want your partner to understand you, respect and work with you. If you are nice, he may give a little and you can come out on top.
opponent HIGH If I were to give advice to someone on how to behave in this negotiation, I would tell them to he honest and transparent in their approach. I would tell them to use their communication skills and not be led by body language or facial expressions. I would advise them to be fair so both parties can get what they want.
opponent MIDDLE Just let them know that you want the extra work within the budget and accept that your start time will have to be adjusted and that you will be on the upper end of the budget ($1600).
partner HIGH I would tell them that not everyone can get what they want in the business world and that some decisions may need to be changed
partner MIDDLE I would tell them not to offer up extra information that give the other party an edge. I would tell them to be honest and friendly but still try to get the best deal for themselves.
partner HIGH I’ll definitely advice the person to review the negotiations and maybe renegotiate as the deal is not well understood enough. He didn’t read through the contract and this made him vulnerable.
opponent MIDDLE Be both clear that you want to maintain the current budget if possible but also be clear about the expanded scope. Perhaps find out how much the addition work might cost as it would be cheaper than just as a solo project because they’d already be there and set up. Base the project budget on facts and be honest.
partner MIDDLE I would tell them to be honest and up-front about your desires. I would suggest compromising on the start date, telling the contractor that you can start as late as you want, as long as you also include the hallway in the scope of the project. That way, the contractor can get a benefit of starting when he wants, and you get what you want as well.
partner MIDDLE Offer a nice proposal to the contractor via phone and letting him know that closer to $1600 is fine for the budget total, but you want the hall wall included in that because you really need to get it painted, too.
opponent LOW Be up front with the painter and explain that painting the hallway is a priority and ask for an estimate to include that work in the contract.
opponent MIDDLE I would tell them to negotiate the hallway into the deal by telling the contractor that they are fine with the 3 weeks if they also paint the hallway within the same price range.
partner MIDDLE I would tell them to be upfront with everything from the very start. There is nothing worse in negotiations when someone continually changes the scope during the negotiations on pricing.
opponent LOW I would tell them they should be honest and upfront about what they want done and also share their budget. most people are willing to work with you but honestly is key here. never force someone or intimidate them to try and get your way because it isn’t fair.
opponent MIDDLE You should start off with an offer much bigger than what you really want so that when the negotiation is over, it’s likely to be closer to what you actually want.
opponent MIDDLE Consider that the other person might have preferences too so try to meet in the middle so that both of you can get most of what you want.
partner LOW I would tell them to use a friendly approach and to be honest from the beginning about their intentions. I would also tell them to be firm about the budget and consider alternative ways to get the work done within their budget.
opponent HIGH In most cases I would be friendly and understanding. I would let the contractor know that I appreciate their work and that I would recommend them to others and hire them again. I would make small talk with them if possible, since I’m sure we have something in common. Basically I would try to understand the other person’s needs. However, if the contractor is a jerk, I may take a different approach or drop them altogether.
partner LOW I would just be honest and upfront. Considering your highest priority is getting the additional work done, you can compromise on the other aspects like the start time and the payment to ensure you get your priorities achieved.
opponent MIDDLE Be honest about your needs and priorities. Be honest about your budget. Politely mention that you are considering other estimates.
opponent HIGH I would say that it is best to be polite , respectful, and honest upfront about what work they need to have done.
opponent MIDDLE I would suggest that they talk to the contractor and ask if it would be acceptable to work in the additional scope if the homeowner were amenable to working with the contractor on their schedule, since that seems to be their priority. Essentially propose a win-win scenario.
opponent LOW I would tell them to be firm in their demands, but also be fair and reasonable. Perhaps propose a middle ground if either side does not want to budge.
opponent HIGH I’m a big fan of win-win negotiating which requires both sides to have trust and be able to articulate what is critically important. So, I’d say identify your priorities and communicate those. Only when both parties understand where flexibilities exist can a good negotiation be had.
partner HIGH I would suggest being warm but stern, Stick to what your goals and budget are. Have notes/questions with you incase you forget something and be strict about the timeline, what you expect and what you can afford.
partner MIDDLE Being friendly to the other party and discuss what you would like to expect from this project will be the most helpful. Understanding the contractors schedule and other commitments will help with negotiations as well when explaining the change in plans.
partner MIDDLE Start by asking for a little more than what you really want, and then be willing to settle for a little less, so you end up close to what you want.
partner MIDDLE Be honest and upfront about what you actually want. Try to be realistic and if your partner wants something different then meet them halfway.
opponent MIDDLE My advice would be respectful, understanding and amiable during the negotiation process. Ask the contractor about their time constraints and how much more work adding the hallway would be for them. I would start with a price point and start date that is more agreeable to them but with the understanding that the hallway is now included in the scope.
opponent MIDDLE I would not be so harsh or firm with them but be respectful and kind as they will be providing services to me. I would try to get on their good side and be friendly about the whole thing so they react to me in the same manner.
opponent MIDDLE Try to show the worker what he really needs to work on and start negotiating something that would work well for the both of you in the long run.
opponent HIGH I would be friendly toward them this way they will work willing with you to come to a fair price. If you come off too strong they may not want to do the hall and then they also could give you a larger price tag.
partner MIDDLE If I were to give advice, I would tell them to ask directly for what they want. If the vendor has been chosen correctly, they will try to make the sale with the request. If the vendor does not, they should look for another vendor.
partner MIDDLE I would tell them to bring up the hallway wall, and ask the contractor if it was possible to tack it onto the project with the agreed-upon budget, but understanding that the estimate may shift to the higher end of the original range, or even beyond. I would also tell them to concede to pushing the start date forward, so as to accommodate the team’s schedules if they need to make more time for the extra work.
opponent HIGH The best way to deal with it is to offer something that is completely reasonable. The other party will recognize that you are serious.
opponent LOW Don’t give away too much, but be open up front about what your main goal is. Be firm about your goal, and refuse to compromise on it, instead compromising on other areas in other ways.
partner MIDDLE The most important thing in a negotiation is to be straight forward in one’s negotiation. Being transparent is necessary.
partner MIDDLE I would stress the importance of being reasonable and realistic, but also honest. And I would advise them that bullying tactics wouldn’t be wise.
opponent MIDDLE One of the most important thing in a negotiation is to be transparent. One should also act friendly. It is best to be straight forward
partner MIDDLE I would tell them to be polite and transparent, upfront about what is really going to take place, as far as the job will go, and they can be paid accordingly
partner LOW I would tell them to be open and honest with their negotiation and to try and find a middle way that works for both parties involved (where each person profits and gets what they want, not one party coming out a ‘winner’ and the other a clear ‘loser’). With this advice, however, I’d tell them to be bold and firm in their negotiations, and not to let someone try to take advantage of them - if things aren’t working out or the other person doesn’t want to work any compromises (give-and-takes), then they might want to try doing business with another person or else they will regret their experience, loose money, and not get the final outcome they were hoping for.
partner MIDDLE I would suggest they enter the negotiations with a clear idea of what they want out of it. I would then suggest that they make their needs clear so that there is no confusion or ambiguity. I tend to be an upfront person so I have a hard time recommending deception in these matters.
partner MIDDLE I would tell them that it is very important to take both sides into consideration. You can feel free to share things that you want absolutely, but you cannot be fully one sided. There needs to be compromise, somewhere.
partner HIGH You would need to be very specific in what you want. You try to stick within the budget but try to pick and choose what you want if you can’t afford it.
partner MIDDLE I would tell them to be open to discussion and friendly. You are more likely to make progress when you are open to discussion and approachable rather than combative.
opponent MIDDLE Everyone’s time is valuable. You should respect your negotiator’s time as much as they should yours. Most people respond to honesty and openness.
opponent MIDDLE I would advice the person to be honest about their priorities and willing to compromise. I would advice them to consider the others priorities and perspective while negotiating.
opponent LOW Be honest in negotiating and start somewhere medium or in the middle that way it will come to a fair conclusion, solution or deal.
opponent HIGH i’ll advice the individual to not the contractor error and uses that as a counter in the negotiation as this will lower his budget.
partner MIDDLE Be honest with the contractor and ask them if it would be possible to include painting the wall within the original price range and time frame. I wouldn’t want to create any ill will between myself and a contractor working on my house by being deceptive so I think being straight forward is the best course of action. Not to mention the contractor may be reluctant to do any more work in the future if they felt a customer was dishonest or difficult to deal with.
partner MIDDLE To be honest and truthful by making things visible for the contractor, and by having reasonable negotiation.
partner MIDDLE I would tell them to be friendly and to offer a first proposal that is fair and towards the middle of the range in both cost and timeframe. Then, after hearing back from the contractor, I would be willing to give in on those 2 areas a little if they agree to add in the hallway.
opponent MIDDLE Make sure you know what you’re talking about. Do some research to know the prices for labor and for materials. This way you can be informed in negotiations and make sure you get a good deal without being taken advantage of.
partner MIDDLE Must make things easier for the contractor and never cheated the contractor by having a sounds negotiation that benefit both parties.
opponent MIDDLE I would say to be honest and forthright when you are dealing with others as it will help break the ice and help you land a more favorable deal for you
partner MIDDLE Try to find common ground as quickly as you can so that you have a better chance of coming to terms with them. I think that if you show you are willing to work with someone in negotiations they will be more willing to work with you.
opponent LOW I would tell them that it is best to be honest, friendly, and understanding. The contractor has other projects and other customers to factor in as well. They are human and it is best to not push too hard.
opponent HIGH My advice to someone on how to behave in the negotiation is expanding the scope to include the hallway wall is important. I would not focus on the budget and start date for the negotiation for my advice.
partner LOW Decide where you’re most flexible, and be willing to concede on those points. Decide where you’re least flexible, and lead with those points.
partner HIGH My advice is to push for what you want more than anything, but try to be reasonable and don’t antagonize or fight with the person you’re negotiating with.
partner HIGH I would try to make it seem like I didn’t care about the wall, and then throw the fact that I need the wall completed as well as an afterthought. This will hopefully assign less value to my partner for how much extra it should cost to have the wall completed.
partner MIDDLE I will take a hard line in the beginning. And I would appear to cave but say okay I agree to what you want but I have to have something. How about you throw in the the hallway?