Bidirectional Relationship Progression in Buyer–Seller Negotiations: Evidence from South Korea

Junjun Cheng ()
Additional contact information
Junjun Cheng: Sungkyunkwan University

Group Decision and Negotiation, 2020, vol. 29, issue 2, No 4, 293-320

Abstract: Abstract This study investigates the intrapersonal and interpersonal mechanisms of relational progression across multi-session buyer–seller negotiations using the actor–partner interdependence mediation model approach. Self-reported data were collected from 94 South Korean participants through multi-session negotiation simulations. Results showed that buyers and sellers were empirically distinguishable from each other. While intrapersonal relational progression was observed within both buyers and sellers, this effect was significantly greater within sellers and was mediated by self-perceived communication quality. The overall interpersonal relational impact occurred unilaterally from sellers to buyers and was mediated by buyer’s perceived communication quality. The study reveals the asymmetric structure of bidirectional relational progression in buyer–seller negotiations with sellers taking a more active stance at both intrapersonal and interpersonal dimensions.

Keywords: Bidirectional; Relationship; Negotiation; Communication quality; Actor–partner interdependence model; Mediation (search for similar items in EconPapers)
Date: 2020
References: View references in EconPapers View complete reference list from CitEc
Citations:

Downloads: (external link)
http://link.springer.com/10.1007/s10726-020-09657-3 Abstract (text/html)
Access to the full text of the articles in this series is restricted.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:grdene:v:29:y:2020:i:2:d:10.1007_s10726-020-09657-3

Ordering information: This journal article can be ordered from
http://www.springer.com/journal/10726/PS2

DOI: 10.1007/s10726-020-09657-3

Access Statistics for this article

Group Decision and Negotiation is currently edited by Gregory E. Kersten

More articles in Group Decision and Negotiation from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().