I Expected More from You: The Influence of Close Relationships and Perspective Taking on Negotiation Offers

Volume: 27, Issue: 1, Pages: 85 - 105
Published: Nov 8, 2017
Abstract
Three experimental studies show that interpersonal relationships influence the expectations of negotiators at the negotiation table. That is, negotiators expect more generous negotiation offers from close others (Study 1), and when expectations are not met, negative emotions arise, resulting in negative economic and relational outcomes (Study 2). Finally, a boundary condition for the effect of interpersonal relationships on negotiation...
Paper Details
Title
I Expected More from You: The Influence of Close Relationships and Perspective Taking on Negotiation Offers
Published Date
Nov 8, 2017
Volume
27
Issue
1
Pages
85 - 105
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