Motivated information processing, strategic choice, and the quality of negotiated agreement

Carsten K W De Dreu*, Bianca Beersma, Katherine Stroebe, Martin C. Euwema

*Corresponding author for this work

Research output: Contribution to JournalArticleAcademicpeer-review


The authors tested a motivated information-processing model of negotiation: To reach high joint outcomes, negotiators need a deep understanding of the task, which requires them to exchange information and to process new information systematically. All this depends on social motivation, epistemic motivation (EM), and their interaction. Indeed, when EM (manipulated by holding negotiators process accountability or not) was high rather than low and prosocial rather than proself, negotiators recall more cooperative than competitive tactics (Experiment 1), had more trust, and reached higher joint outcomes (Experiment 2). Experiment 3 showed that under high EM, negotiators who received cooperative, rather than competitive, tactics reached higher joint outcomes because they engaged in more problem solving. Under low EM, negotiators made more concessions and reached low joint outcomes. Implications for negotiation theory and for future work in this area are discussed.

Original languageEnglish
Pages (from-to)927-943
Number of pages17
JournalJournal of Personality and Social Psychology
Issue number6
Publication statusPublished - Jun 2006


  • Conflict
  • Dual process models
  • Information processing
  • Motivation
  • Negotiation


Dive into the research topics of 'Motivated information processing, strategic choice, and the quality of negotiated agreement'. Together they form a unique fingerprint.

Cite this