People typically regard mixed-motive negotiations as competitive situations requiring assertive strategies, which often preclude achieving integrative gains. However, much of Argyris' (1976, 1982, 1993) work suggests that questions, rather than just statements, are necessary to create clear understanding of other people's interests and goals, which has been shown (Allred, Mallozzi, Matsui, & Raia, 1997) to be linked to integrative gains. Experimental evidence indicated that the more positive regard negotiators felt for each other, the more they would inquire into the other's needs and interests. The evidence also suggested that more inquiry produced more accurate understanding of the other side's interests, which led to greater integrative gains. These findings are congruent with theory of successful dialogue derived in less contentious settings.
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