Abstract:

The article presents the results of a study on how negotiation experience is likely to influence negotiators' attitudes, i.e. their predictions concerning negotiation strategies and motives driving their negotiating partner. This was based on a thesis that negotiators with experience and those with no experience show a different approach in this respect and that it is advisable to choose experienced negotiators for negotiations. In the experiment conducted on a group of 121 students three formulated research hypotheses have been confirmed. It has been shown that experienced negotiators are not much better simply because they have a better chance of "defeating the opponent" and "winning", but because their experience makes them more cooperative and optimistic, giving them a broader perspective on the perception of their negotiation situation. This kind of attitude ensures that a greater chance that negotiations will end with a win-win option, i.e. a satisfactory outcome for both parties.