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# The Role Of Perspective-taking Ability In Negotiating Under Different Forms Of Arbitration

## Details

**Authors** Neale and Bazerman

**Year** 1983

**Publisher** Industrial artd Labor Relations Review

**Discipline** Sociology

[Read it at the publisher](https://doi.org/10.2307/2523017) 
10.2307/2523017

## In authors' words

### What they set out to do (purpose)

To study if Perspective-taking has a role in the outcome of a negotiation.

### What they found (results)

Results suggested that the type of negotiation and the use of Perspective-taking improved the outcome of their negotiations. They distinguished two types of Perspective taking: taking their own Perspective and taking their opponents Perspective. They wrote, “An opponent's Perspective-taking ability affected both process and outcome variables.”

## Commentary

### In short

Perspective taking can have a direct benefit in the worlds of business and management.

### In more detail

While we tend to think of perspectives as anthropomorphic, it is equally important to be aware of the spatial, and conceptual perspectives we use to better understand things. Neale and Bazerman (1983) studied if Perspective-taking has a role in the outcome of a negotiation. Their test included 240 students who engaged in two types of negotiation: conventional arbitration and final-offer arbitration. Results suggested that the type of negotiation and the use of Perspective-taking improved the outcome of their negotiations. They distinguished two types of Perspective taking: taking their own Perspective and taking their opponents Perspective. They wrote, “An opponent's Perspective-taking ability affected both process and outcome variables.” This supports previous research which found that negotiators behavior affects their opponent when it is in the realm of reciprocity and equity. However, they noted that experience with negotiation also had an impact on the participant’s success rate.

**Patterns it shows** P

**How to cite this** Neale and Bazerman (1983). The Role Of Perspective-taking Ability In Negotiating Under Different Forms Of Arbitration. Industrial artd Labor Relations Review.