On March 24th, from 12:30-1:20 in 4L28, please join Lukas Neville & Brianna Caza from the Asper School of Business for a talk on the topic of Growth through Reflection: Benefit Finding Enhances Negotiation Resilience.
“Negotiators are rarely at the table only once, and their experiences and feelings about previous negotiations often spill over into their subsequent ones. We draw from the literature on coping to identify ways in which the post-negotiation reflection process can be used to promote negotiation resilience. By resilience, we mean the ability to rebound, adapt, and emerge strengthened from adversity. In the negotiation context, we think of resilient responses as being characterized by positive affect, self-efficacy, lowered anxiety, and an incremental mindset.
In a study of adults (n=297, recruited through Mechanical Turk), we tested the effects of benefit-focused reappraisal on negotiator resilience. We asked participants to recall either an adverse or a favourable negotiation, then to write about the benefits of the experience (a benefit-finding manipulation, or to write about the process and outcome of the negotiation in general (control). We found that this benefit-finding exercise was effective in leading participants to think about the gains and growth from their experience. Participants who wrote about the benefits of their negotiation also experienced significantly more positive affect, greater self-efficacy, less cognitive anxiety about future negotiations, and endorsed more incremental (rather than fixed) negotiation beliefs.
Our results indicate that a benefit-finding exercise was effective in enhancing resilience. While this is a promising result, more research is needed to understand the mechanisms at play. Does it, for instance, promote flexibility by providing a foundation of positive affect from which negotiators “broaden and build”? Greater clarity about the mechanisms at play may help to clarify why benefit-finding is effective for both positive and challenging negotiations. We will discuss our own in-progress follow-up studies in this area, and paths for future exploration.”
Everyone is welcome to attend this free event.