I expected more from you: The influence of close relationships and perspective taking on negotiation offers
Ramirez-Fernandez, Jaime Munduate, Lourdes
Ramirez-Fernandez, Jaime
Munduate, Lourdes
Publication Type
Journal article with impact factor
Editor
Supervisor
Publication Year
2018
Journal
Group Decision and Negotiation
Book
Publication Volume
27
Publication Issue
Publication Begin page
85
Publication End page
105
Publication Number of pages
Collections
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 expectations is shown: perspective taking leads the parties to expect less from friends than from acquaintances (Study 3). The findings suggest that perspective taking helps negotiators reach agreement in relationships. The article concludes with implications for practice and future research directions.
Research Projects
Organizational Units
Journal Issue
Keywords
Negotiation