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dc.contributor.authorBrown, Graham
dc.contributor.authorBaer, M.
dc.date.accessioned2017-01-30T12:23:48Z
dc.date.available2017-01-30T12:23:48Z
dc.date.created2015-10-29T04:08:48Z
dc.date.issued2011
dc.identifier.citationBrown, 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.
dc.identifier.urihttp://hdl.handle.net/20.500.11937/21200
dc.identifier.doi10.1016/j.obhdp.2010.10.004
dc.description.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.

dc.titleLocation in negotiation: Is there a home field advantage?
dc.typeJournal Article
dcterms.source.volume114
dcterms.source.number2
dcterms.source.startPage190
dcterms.source.endPage200
dcterms.source.issn0749-5978
dcterms.source.titleOrganizational Behavior and Human Decision Processes
curtin.departmentSchool of Public Health
curtin.accessStatusFulltext not available


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