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Persuasive Arguments and Beating Around the Bush in Negotiations

University of Amsterdam

Individuals in negotiations often do not talk about their reasons to aim for a certain outcome and design their arguments in such a way that their reasons are unclear to the other party. Three experiments examined the occurrence and the underlying motive for this ‘beating around the bush’ as a function of the conflict issue—conflicting interests, conflicting ideas about intellective problems or conflicting ideas about evaluative problems. Experiments 1 and 2 showed that beating around the bush occurred more frequently in (a specific instance of) conflict of interest than in intellective or evaluative conflict. Experiment 3 suggests that providing arguments for one’s position in terms of self-interest is considered honest but not very smart or strategic.

Key Words: conflict issues • negotiation • persuasive arguments • self-interest

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