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However, research on the simplest negotiation tasks demonstrates that although naive subjects can be induced to improve their performance, they are often no more likely to achieve fully optimal solutions. The present study tested the prediction that a decrease in a particular type of argumentative behavior, substantiation, would result in an increase in optimal agreements. As substantiation behaviors depend primarily on supplied content of the negotiation task, it was also predicted that substantiation behavior would be reduced by curtailing the content. A 2 \u00d7 2 experimental design was employed, where both negotiation <jats:italic>tactics<\/jats:italic> (list of tactics present versus absent) and negotiation task <jats:italic>content<\/jats:italic> (high versus low) were varied to determine the processes leading beyond solution <jats:italic>improvement<\/jats:italic> to solution <jats:italic>optimality<\/jats:italic>. Sixty\u2010one dyads engaged in a two\u2010party, four\u2010issue negotiation task. All negotiations were videotaped and analyzed. Although the list of negotiation tactics resulted in improved performance, only the content manipulation resulted in a significant increase in dyads achieving optimal solutions. Analyses of the coded protocols indicated that the key difference in achieving optimality was a reduction in persistent substantiation\u2010related operators (substantiation, along with single\u2010issue preferences and procedures) and an increase in a complex macro\u2010operator, multi\u2010issue offers that reduced the problem space, facilitating the search for optimality.<\/jats:p>","DOI":"10.1207\/s15516709cog2402_1","type":"journal-article","created":{"date-parts":[[2005,8,6]],"date-time":"2005-08-06T01:38:47Z","timestamp":1123292327000},"page":"169-204","update-policy":"https:\/\/doi.org\/10.1002\/crossmark_policy","source":"Crossref","is-referenced-by-count":43,"title":["Getting to Best: Efficiency versus Optimality in Negotiation"],"prefix":"10.1111","volume":"24","author":[{"given":"Elaine B.","family":"Hyder","sequence":"first","affiliation":[]},{"given":"Michael J.","family":"Prietula","sequence":"additional","affiliation":[]},{"given":"Laurie R.","family":"Weingart","sequence":"additional","affiliation":[]}],"member":"311","published-online":{"date-parts":[[2000,6]]},"reference":[{"key":"e_1_2_1_2_1","doi-asserted-by":"publisher","DOI":"10.1207\/s15516709cog1702_2"},{"key":"e_1_2_1_3_1","doi-asserted-by":"publisher","DOI":"10.1016\/0010-0277(88)90020-0"},{"key":"e_1_2_1_4_1","volume-title":"Cognitive psychology and its implications","author":"Anderson J.","year":"1990"},{"key":"e_1_2_1_5_1","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.51.6.1173"},{"key":"e_1_2_1_6_1","doi-asserted-by":"publisher","DOI":"10.1037\/0278-7393.15.1.153"},{"key":"e_1_2_1_7_1","first-page":"247","volume-title":"Research in organizational behavior","author":"Bazerman M. 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