Script Author: Katja Borchert, Ph.D. (katjab@millisecond.com), Millisecond
Created: January 01, 2021
Last Modified: January 13, 2024 by K. Borchert (katjab@millisecond.com), Millisecond
Script Copyright © Millisecond Software, LLC
This script implements a Negotiation Task procedure investigating emotions using the computer (undercover) as a co-negotiator.
The implemented procedure is based on Van Kleef et al. (2004, Experiment 1). The procedure follows the general Negotiation Task procedure with computer use suggested by De Dreu & Van Kleef (2004, Experiment3): Module1: Intro Module2: Manipulation Module3: Negotiation Task Module4: Manipulation Checks Module5: Debriefing
Each module can be customized.
Van Kleef, G.A, De Dreu, C.K.W. & Manstead, A.E.R. (2004). The Interpersonal Effects of Anger and Happiness in Negotiations. Journal of Personality and Social Psychology, 2004, Vol. 86, No. 1, 57–76.
De Dreu, C.K.W. & Van Kleef, G.A. (2004). The influence of power on the information search, impression formation, and demands in negotiation, Journal of Experimental Social Psychology, Volume 40, Issue 3, 303-319. ISSN 0022-1031, https://doi.org/10.1016/j.jesp.2003.07.004.
12 minutes
Module1: Intro Participants play a simulated negotiation game with a partner (aka 'the computer') within the context of selling a mobile phone.
Players are assigned the 'seller' or 'buyer' role for the negotiation of three issues: price, warranty period, service contract.
Each issue has 9 levels of awarded points and participants are asked to get as many points as they can in the negotiation. However, if agreement cannot be reached within an undefined amount of time, participants do not win any points at all.
Module2: Before the negotiation task, it is revealed to participants that the opponent (aka computer) will be asked questions about further negotiation intentions and that those intentions (including emotional statements) will be leaked to the participant.
Module3: The negotiations are started by the computer (default setting) and end either with complete agreement on all three issues or after 6 unsuccessful rounds of negotiations. Periodically (after the first, third, and fifth round), the opponent's intentions are leaked to the participant.
Module4: The task ends with a couple of manipulation check questions
Module5: and a debriefing.
Default Design:
2 roles (buyer vs. seller) x
3 emotions (angry, happy, neutral) x = 6 possible between-participant groups
=> Assignment to roles is fixed in this script: Participants are always assigned the Seller role (default setting)
(see Editable Parameters for different settings)
=> Assignment to computer emotions is done randomly
Experimental Procedure:
(1) Module1 (Intro) -> pairing with Co-player* -> Role Assignment
(2) Module2 (Manipulation):
participant are told that opponent intentions will be leaked
(3) Module3: Negotiation Task: max 6 rounds (see parameters.maxRounds)
- participant or computer (editable parameter) starts the negotiation by proposing 3 (levels) for issueA, issueB, and issueC
=> if the proposed levels are the same or higher agreement levels as the last counter offer(s) from the computer,
then the issue(s) get resolved (aka 'participant agrees with co-player')
=> if the proposed levels are lower agreement levels than the last counter offers from the computer, the
computer selects new counter offers (see list.computerOffers).
=> if the proposed levels are higher agreement levels than the updated counter offers, then the issue(s) get resolved
(aka 'computer agrees with participant')
=> if not a new round is started
=> opponent's emotions are 'leaked' after the 1st, 3rd, and 5th round of negotations
=> participant can accept offer by selecting 'Accept all'
• it can be set who makes the first offer (see section Editable Parameters)
• the counter offers proposed by the computer are the same as the ones by Van Kleef et al. (2004).
and can be edited under list.computerOffers.
• a previously resolved issue can still be opened up again if participant selects a different value
during a subsequent round
Negotiation Stop:
- ALL issues have been resolved OR
- 6 unsuccessful negotiation rounds
(4) Module4: Manipulation Checks
- ratings of opponent's (aka computers) emotions: angry, irritated, happy, satisfied
- ratings of self-emotions: angry, happy
- rating of impression of how 'positive' participant viewed the opponent
- textbox to collect any other feedback
(5) Module5: Debriefing
- Issue Table from Van Kleef et al. (2004, table 1, p.60)
=> change issues under negotiationtaskIssuechart.htm/negotiationtaskIssuechart2.htm
=> change point values under list.issueAPoints/list.issueBPoints/list.issueCPoints/
provided by Millisecond - can be edited under section Editable Instructions.
The instructions are not original to De Dreu & Van Kleeff (2004). They are Millisecond's interpretation
of the described procedure.
File Name: negotiationtaskEmotionSummary*.iqdat
| Name | Description |
|---|---|
| inquisit.version | Inquisit version number |
| computer.platform | Device platform: win | mac |ios | android |
| startDate | Date the session was run |
| startTime | Time the session was run |
| subjectId | Participant ID |
| groupId | Group number |
| sessionId | Session number |
| elapsedTime | Session duration in ms |
| completed | 0 = Test was not completed 1 = Test was completed |
| expGroup | 1, 2, 3 (=> assigned emotion) |
| cEmotion | The assigned c-emotion (co-player): angry, happy, neutral |
| pRole | Buyer or seller |
| cRole | Buyer or seller |
Dv |
|
| demandIndex | Average sum of participants 'demand points' (averaged across negotiation rounds) |
| angerIndex | (cAngryRating + cIrritatedRating)/2 |
| happinessIndex | (cHappyRating + cSatisfiedRating)/2 |
Individual Responses |
|
| cAngryRating | How angry was opponent (1-7)? (c = computer) => higher rating more of the emotion |
| cIrritatedRating | How irritated was opponent (1-7)? (c = computer) |
| cHappyRating | How happy was opponent (1-7)? (c = computer) |
| cSatisfiedRating | How satisfied was opponent (1-7)?(c = computer) |
| pAngryRating | Self angry rating (p = participant), 1-5 |
| pHappyRating | Self happy rating (p = participant), 1-5 |
| cImpressionRating | Positive impression of opponent (computer), 1-5 |
| textbox.feedback.response | The entered feedback |
File Name: negotiationtaskEmotionRaw*.iqdat
| Name | Description |
|---|---|
| build | Inquisit version number |
| computer.platform | Device platform: win | mac |ios | android |
| date | Date the session was run |
| time | Time the session was run |
| subject, group, | With the current subject/groupnumber |
| session | Session number |
| blockCode | Name of the current block |
| blockNum | Number of the current block |
| trialCode | Name of the current trial |
| trialNum | Number of the current trial |
| expGroup | 1, 2, 3 (=> assigned emotion) |
| cEmotion | The assigned c-emotion (co-player): angry, happy, neutral |
| pRole | Buyer or seller |
| cRole | Buyer or seller |
| response | The participant's response |
| latency | The response latency (in ms) |
| roundCount | Tracks the number of negotiation rounds |
| roundContinue | 0 = missing participant demands; 1 = participant selected all demends |
| demandPointsPerRound | Calculates the sum of the participant demands from the current round across all three issues |
| pIssueA | Participant's selected level for issue A |
| pIssueB | Participant's selected level for issue B |
| pIssueC | Participant's selected level for issue C |
| cIssueA | Current computer's level for issue A |
| cIssueB | Current computer's level for issue B |
| cIssueC | Current computer's level for issue C |
| cOffers | The three fixed computer choices for the current round if participant takes the previous counter offer for a particular issue, the individual computers level is NOT updated for this issue according to cOffers Example Round 1: cOffers = 9-8-8 participant suggests '1' for issue B. Computer counters with '8' Round 2: cOffers = 9-7-8 a) participant suggests '8' (the previous counter offer) => issue B is resolved (cIssueB stays at 8) b) participant suggests '3' => issue B is not resolved; cIssueB is updated to 7 |
| issueAResolved | 0 = issue A is currently resolved; 1 = issue A is currently not resolved |
| issueBResolved | 0 = issue B is currently resolved; 1 = issue B is currently not resolved |
| issueCResolved | 0 = issue C is currently resolved; 1 = issue C is currently not resolved |
| stop | 0 = the negotiations should not stop; 1 = the negotiations should stop |
The procedure can be adjusted by setting the following parameters.
| Name | Description | Default |
|---|---|---|
| maxRounds | The maximum number of negotiations rounds if additional rounds are run, update list.computerOffers below | 6 |
| roleAssignment | 1 = random assignment of roles 2 = participant is 'seller' (see Van Kleef et al.,2004) 3 = participant is 'buyer' | 2 |
| firstOffer | Sets who will make the first Offer choose from: "participant" vs. "computer" (computer: see Van Kleef et al.,2004) | "computer" |
| intentionRevealDuration | The duration (in ms) that the opponent's intentions are revealed to participant | 3000 |