User Manual for Inquisit's Negotiation Task (Power)


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										*Negotiation Task*
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Script Author: Katja Borchert, Ph.D. (katjab@millisecond.com) for Millisecond Software, LLC
Date: 06-01-2021
last updated:  02-25-2022 by K. Borchert (katjab@millisecond.com) for Millisecond Software, LLC

Script Copyright © 02-25-2022 Millisecond Software

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BACKGROUND INFO 	
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This script implements a Negotiation Task procedure using the computer as a co-negotiator.
The implemented procedure is based on De Dreu & Van Kleeff (2004, Experiment 3) and follows their general 
Negotiation Task procedure:
Module1: Intro
Module2: Manipulation 
Module3: Negotiation Task
Module4: Manipulation Checks
Module5: Debriefing

One of the main independent variables investigated is the perceived role of power.
For example, this script looks at Supervisors vs. Subordinates.
Note that each module can be customized.


Reference:
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.
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TASK DESCRIPTION	
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Participants play a simulated negotiation game with a partner (aka 'the computer') within
the context of work in an office designing advertisement campaigns for various organizations.

By default, players are randomly assigned the 'supervisor' or 'subordinate' role for the negotiation
of three issues: next client, proposed deadline, advertisement campaign.

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.

Before the negotiation task, participants and co-player exchange negotiation-relevant questions.
The questions posed to the participants are systematically selected to influence participant's 
impressions of the co-player. The questions posed to the participant differ on 2 dimensions:
a) competitive vs. cooperative 
b) leading vs. diagnostic
After responding to the computer's questions, the negotiation experiences an 'internal server error' and
jumps straight to the negotiation tasks without presenting the co-players responses to the 
participant's question.

The negotiations are started by the participant (default setting) and end either with 
complete agreement on all three issues or after 6 unsuccessful rounds of negotiations.

The task ends with a couple of manipulation check questions and a debriefing.

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DURATION 
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the default set-up of the script takes appr. 12 minutes to complete

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DATA FILE INFORMATION 
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The default data stored in the data files are:

(1) Raw data file: 'negotiationtask_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. 
										
power:							"high" (participant is supervisor) vs. "low" (participant is subordinate)
questionType:					"diagnostic" vs. "leading" 
negotiationStyleHypothesis:		"competitive" vs. "cooperative"										
										
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 negotiation should not stop; 1 = the negotiation should stop


(2) Summary data file: 'negotiationtask_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)
									
power:							"high" (participant is supervisor) vs. "low" (participant is subordinate)
questionType:					"diagnostic" vs. "leading" 
negotiationStyleHypothesis:		"competitive" vs. "cooperative"										
																											
DemandIndex:					average sum of participants 'demand points' (averaged across negotiation rounds)	
impressionIndex: 				average rating of positive/pleasant/sociable/considerate

positive_rating:				positive rating of co-player 
pleasant_rating:				pleasant rating of co-player  
sociable_rating:				sociable rating of co-player 
considerate_rating:				considerate rating of co-player 
power_rating:					power rating of co-player 
influence_rating:				influence rating of co-player							
							
* separate data files: to change to one data file for all participants (on Inquisit Lab only), go to section
"DATA" and follow further instructions

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EXPERIMENTAL SET-UP 
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Design:
2 power roles (supervisor vs. subordinate) x 
2 question types (leading vs. diagnostic) x 
2 negotiationStyle hypothesis (cooperation vs. competition) = 8 between-participant groups

=> Participants are assigned to the power role according to setting parameters.roleAssignment
=> random assignment to question type and negotiationStyle hypothesis

Experimental Procedure:
(1) Module1: Intro -> pairing with Co-player -> Role Assignment

(2) Module2: Manipulation => Question Generation (up to 6) and question Sharing btw. participant and co-player
(co-players questions selected according to assigned question type and negotiationStyle hypothesis)
=> Participant is asked to respond to co-player's question but a 'fake' error message after submitting
the responses interrupts the 'sharing of responses' and participant goes on to negotiation task.

(3) Module3: Negotiation Task: max 6 rounds (see parameters.maxRounds)
- by default Participant starts the negotiation by proposing 3 (levels) for issueA, issueB, and issueC
=> if the proposed levels are the same 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 from the last counter offers from the computer, the
computer selects new counter offers (see list.computerOffers).
	=> if the proposed levels are the same or higher than the updated counter offers, then the issue(s) get resolved
	(aka 'computer agrees with participant')
	=> if not a new round is started
	
Notes: 
* the counter offers proposed by the computer are the same as the ones by De Dreu & Van Kleeff (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 positive, pleasant, sociable, considerate impression of co-player
- ratings of power and influence of co-player over participant
- textbox to collect any other feedback

(5) Module5: Debriefing
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STIMULI
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- Issue Table from De Dreu & Van Kleeff (2004, table 1, p.307)
=> change issues under negotiationtask_issuechart.htm/negotiationtask_issuechart2.htm
=> change point values under list.issueApoints/list.issueBpoints/list.issueCpoints/

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INSTRUCTIONS 
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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.

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EDITABLE CODE 
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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: