Sandbagging: distributive or integrative negotiation technique?

Alexandra Angheluş, Ştefan Boncu

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From applicability to implementation in psycho-social areas, the interest upon the negotiation research domain has increased over the past years considerably. The propose of this present study is to demonstrate that sandbagging – self-presentation strategy that implies a false prediction of demonstrating ones incapacity (Gibson & Sachau, 2000) – is used by individuals frequently in distributive rather than in integrative negotiation processes, as a persuasion technique. It is known that this self–presentation strategy was studied in competitive situations but as a moderator variable in the cognitive process of responding to the pressure of being choose the favorite one (Gibson, Sachau, Doll, & Shumate, 2002). Also, viewed through a theoretical point of view, which underlines evident differences between men‘s‘ and women‘s‘ negotiation styles, as cooperative and assertive individual patterns for solving a conflict (Ruble & Thomas, 1976; Thomas, 1976), the second objective of this study is to demonstrate and synthesize the idea that in a situation that involves applicability of the specific technique through sandbagging – even if we talk about the distributive or integrative form of the negotiation process – there will be differences at an inter-individual level.

sandbagging, distributive negotiation, integrative negotiation

ALEXANDRA ANGHELUŞ,
ŞTEFAN BONCU – Faculty of Psychology and Educational Sciences, University „Alexandru Ioan Cuza” of Iaşi; boncu@uaic.ro

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