Relational orientation of negotiators: A study of the effects on negotiation outcomes in dyadic negotiations

A. De Pauw
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A. De Pauw: Vlerick Leuven Gent Management School

Vlerick Leuven Gent Management School Working Paper Series from Vlerick Leuven Gent Management School

Abstract: This study investigates how negotiators’ relational orientation, operationalised by their Relational Self-Construal (RSC), and their relationship strength affect negotiation outcomes in dyadic negotiations. To measure this effect, participants are purposely assigned to dyads, according to their levels of relational orientation (high, low or mixed), and report on their relationship strength. They perform a simulated price negotiation exercise, with a buyer and seller condition, resulting in individual and joint economic outcomes and subjective value outcomes. Results demonstrate a main effect of negotiators’ relational orientation on subjective value outcomes. Negotiators from congruent dyads with low relational orientation, obtain lower subjective value negotiation outcomes, than negotiators from dyads with incongruent levels of relational orientation. No significant effect of negotiators’ relational orientation on economic negotiation outcomes can be established. Relational orientation of negotiators and the strength of their relationship does not interact in a significant way. Thus, whether negotiatiors are friends or strangers does not influence the effect of their relational orientation on negotiation outcomes.

Keywords: relational orientation; relationship strength; negotiating dyads; negotiation outcomes (search for similar items in EconPapers)
Pages: 26 pages
Date: 2010-10-11
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