Negotiator Relationships: Construct Measurement, and Demonstration of Their Impact on the Process and Outcomes of Negotiation

Leonard Greenhalgh and Deborah I. Chapman
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Leonard Greenhalgh: Dartmouth College
Deborah I. Chapman: Dartmouth College

Group Decision and Negotiation, 1998, vol. 7, issue 6, No 2, 465-489

Abstract: Abstract The study of negotiations is giving increasing attention to relationships between the negotiating parties. This study describes the development of a multidimensional index to measure the strength of the various facets of relationships. Results from a laboratory study that used this instrument show that cohesive relationships encourage information-sharing and discourage use of coercive tactics, both of which have direct or indirect effects on the attainment of integrative outcomes, negative affect, and the negotiators' ongoing relationship.

Keywords: relationships; negotiation; coercion; information sharing; integrative bargaining; effect; negotiation tactics; trust; empathy; fairness (search for similar items in EconPapers)
Date: 1998
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Citations: View citations in EconPapers (11)

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DOI: 10.1023/A:1008694307035

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