___________________________________________________________________________________________________________________ *Negotiation Task Procedure* ___________________________________________________________________________________________________________________ Script Author: Katja Borchert, Ph.D. (katjab@millisecond.com) for Millisecond Software, LLC Date: 06-01-2021 last updated: 08-31-2023 by K. Borchert (katjab@millisecond.com) for Millisecond Software, LLC Script Copyright © 08-31-2023 Millisecond Software ___________________________________________________________________________________________________________________ BACKGROUND INFO ___________________________________________________________________________________________________________________ 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. Reference: 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. ___________________________________________________________________________________________________________________ TASK DESCRIPTION ___________________________________________________________________________________________________________________ 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. ___________________________________________________________________________________________________________________ DURATION ___________________________________________________________________________________________________________________ the default set-up of the script takes appr. 12 minutes to complete ___________________________________________________________________________________________________________________ DATA FILE INFORMATION ___________________________________________________________________________________________________________________ The default data stored in the data files are: (1) Raw data file: 'negotiationtask_emotion_raw*.iqdat' (a separate file for each participant)* build: The specific Inquisit version used (the 'build') that was run computer.platform: the platform the script was run on (win/mac/ios/android) date, time: date and time script was run subject, group, with the current subject/groupnumber session: with the current session id blockcode, blocknum: the name and number of the current block (built-in Inquisit variable) trialcode, trialnum: the name and number of the currently recorded trial (built-in Inquisit variable) Note: trialnum is a built-in Inquisit variable; it counts all trials run; even those that do not store data to the data file. expGroup: 1, 2, 3 (=> assigned emotion) c_emotion: the assigned c-emotion (co-player): angry, happy, neutral p_role: buyer or seller c_role: 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 demandPoints_perround: calculates the sum of the participant demands from the current round across all three issues p_issueA: participant's selected level for issue A p_issueB: participant's selected level for issue B p_issueC: participant's selected level for issue C c_issueA: current computer's level for issue A c_issueB: current computer's level for issue B c_issueC: current computer's level for issue C c_offers: the three fixed computer choices for the current round Note: if participant takes the previous counter offer for a particular issue, the individual computers level is NOT updated for this issue according to c_offers Example: Round 1: c_offers = 9-8-8 participant suggests '1' for issue B. Computer counters with '8' Round 2: c_offers = 9-7-8 a) participant suggests '8' (the previous counter offer) => issue B is resolved (c_issueB stays at 8) b) participant suggests '3' => issue B is not resolved; c_issueB is updated to 7 issueA_resolved: 1 = issue A is currently resolved; 2 = issue A is currently not resolved issueB_resolved: 1 = issue B is currently resolved; 2 = issue B is currently not resolved issueC_resolved: 1 = issue C is currently resolved; 2 = issue C is currently not resolved stop: 0 = the negotiations should not stop; 1 = the negotiations should stop (2) Summary data file: 'negotiationtask_emotion_summary*.iqdat' (a separate file for each participant)* inquisit.version: Inquisit version run computer.platform: the platform the script was run on (win/mac/ios/android) startDate: date script was run startTime: time script was started subjectid: assigned subject id number groupid: assigned group id number sessionid: assigned session id number elapsedTime: time it took to run script (in ms); measured from onset to offset of script completed: 0 = script was not completed (prematurely aborted); 1 = script was completed (all conditions run) expGroup: 1, 2, 3 (=> assigned emotion) c_emotion: the assigned c-emotion (co-player): angry, happy, neutral p_role: buyer or seller c_role: buyer or seller //DV: DemandIndex: average sum of participants 'demand points' (averaged across negotiation rounds) AngerIndex: (c_angry_rating + c_irritated_rating)/2 HappinessIndex: (c_happy_rating + c_satisfied_rating)/2 //individual responses: c_angry_rating: how angry was opponent (1-7)? (c = computer) => higher rating more of the emotion c_irritated_rating: how irritated was opponent (1-7)? (c = computer) c_happy_rating: how happy was opponent (1-7)? (c = computer) c_satisfied_rating: how satisfied was opponent (1-7)?(c = computer) p_angry_rating: self angry rating (p = participant), 1-5 p_happy_rating: self happy rating (p = participant), 1-5 c_impression_rating: positive impression of opponent (computer), 1-5 textbox.feedback.response: the entered feedback * separate data files: to change to one data file for all participants (on Inquisit Lab only), go to section "DATA" and follow further instructions ___________________________________________________________________________________________________________________ EXPERIMENTAL SET-UP ___________________________________________________________________________________________________________________ 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) - by default, computer 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 Notes: * 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 ___________________________________________________________________________________________________________________ STIMULI ___________________________________________________________________________________________________________________ - Issue Table from Van Kleef et al. (2004, table 1, p.60) => change issues under negotiationtask_issuechart.htm/negotiationtask_issuechart2.htm => change point values under list.issueApoints/list.issueBpoints/list.issueCpoints/ ___________________________________________________________________________________________________________________ INSTRUCTIONS ___________________________________________________________________________________________________________________ provided by Millisecond Software - 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. ___________________________________________________________________________________________________________________ EDITABLE CODE ___________________________________________________________________________________________________________________ check below for (relatively) easily editable parameters, stimuli, instructions etc. Keep in mind that you can use this script as a template and therefore always "mess" with the entire code to further customize your experiment. The parameters you can change are: