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    Location in negotiation: Is there a home field advantage?

    Access Status
    Fulltext not available
    Authors
    Brown, Graham
    Baer, M.
    Date
    2011
    Type
    Journal Article
    
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    Citation
    Brown, G. and Baer, M. 2011. Location in negotiation: Is there a home field advantage?. Organizational Behavior and Human Decision Processes. 114 (2): pp. 190-200.
    Source Title
    Organizational Behavior and Human Decision Processes
    DOI
    10.1016/j.obhdp.2010.10.004
    ISSN
    0749-5978
    School
    School of Public Health
    URI
    http://hdl.handle.net/20.500.11937/21200
    Collection
    • Curtin Research Publications
    Abstract

    Although location is considered to play an important role in negotiation potentially favoring one side over the other, little research has examined whether negotiating on one's home field indeed confers an advantage to the resident party. We tested this possibility by experimentally manipulating participants' occupancy status (resident versus neutral versus visitor). Across three studies, we find that residents of an office space outperform the visiting party in a distributive negotiation. In addition, our results suggest that this performance discrepancy between residents and visitors may be due to both a resident advantage (residents outperforming a neutral party) and a visitor disadvantage (visitors performing worse than a neutral party). Finally, our findings reveal that confidence partially mediates the effects of occupancy status on negotiation performance and demonstrate that an intervention designed to boost visitor confidence can help overcome the home field advantage. Implications of these results for theory and practice are discussed. © 2010 Elsevier Inc.

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