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

Jaime Ramirez-Fernandez (), Jimena Ramirez-Marin and Lourdes Munduate
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Jaime Ramirez-Fernandez: University of Seville
Lourdes Munduate: University of Seville

Group Decision and Negotiation, 2018, vol. 27, issue 1, No 5, 85-105

Abstract: 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.

Keywords: Negotiation; Relationships; Expectations; Emotions; Perspective taking (search for similar items in EconPapers)
Date: 2018
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DOI: 10.1007/s10726-017-9548-4

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