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

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  • Leonard Greenhalgh

    (Dartmouth College)

  • Deborah I. Chapman

    (Dartmouth College)

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.

Suggested Citation

  • Leonard Greenhalgh & Deborah I. Chapman, 1998. "Negotiator Relationships: Construct Measurement, and Demonstration of Their Impact on the Process and Outcomes of Negotiation," Group Decision and Negotiation, Springer, vol. 7(6), pages 465-489, November.
    • Handle: RePEc:spr:grdene:v:7:y:1998:i:6:d:10.1023_a:1008694307035
    DOI: 10.1023/A:1008694307035
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    References listed on IDEAS

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    1. Daniel Kahneman & Amos Tversky, 2013. "Prospect Theory: An Analysis of Decision Under Risk," World Scientific Book Chapters, in: Leonard C MacLean & William T Ziemba (ed.), HANDBOOK OF THE FUNDAMENTALS OF FINANCIAL DECISION MAKING Part I, chapter 6, pages 99-127, World Scientific Publishing Co. Pte. Ltd..
    2. Northcraft, Gregory B. & Brodt, Susan E. & Neale, Margaret A., 1995. "Negotiating with Nonlinear Subjective Utilities: Why Some Concessions Are More Equal Than Others," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(3), pages 298-310, September.
    3. Jennifer J. Halpern, 1994. "The Effect of Friendship on Personal Business Transactions," Journal of Conflict Resolution, Peace Science Society (International), vol. 38(4), pages 647-664, December.
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    Cited by:

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    2. Junjun Cheng, 2020. "Bidirectional Relationship Progression in Buyer–Seller Negotiations: Evidence from South Korea," Group Decision and Negotiation, Springer, vol. 29(2), pages 293-320, April.
    3. Jaime Ramirez-Fernandez & Jimena Y. Ramirez-Marin & Lourdes Munduate, 2018. "I Expected More from You: The Influence of Close Relationships and Perspective Taking on Negotiation Offers," Group Decision and Negotiation, Springer, vol. 27(1), pages 85-105, February.
    4. Esther Cuadrado & Carmen Tabernero, 2015. "Affective Balance, Team Prosocial Efficacy and Team Trust: A Multilevel Analysis of Prosocial Behavior in Small Groups," PLOS ONE, Public Library of Science, vol. 10(8), pages 1-17, August.
    5. Steffen Keck & Wenjie Tang, 2018. "Gender Composition and Group Confidence Judgment: The Perils of All-Male Groups," Management Science, INFORMS, vol. 64(12), pages 5877-5898, December.
    6. Mesmer-Magnus, Jessica R. & DeChurch, Leslie A. & Jimenez-Rodriguez, Miliani & Wildman, Jessica & Shuffler, Marissa, 2011. "A meta-analytic investigation of virtuality and information sharing in teams," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(2), pages 214-225, July.
    7. Gökçe Esenduran & James A. Hill & In Joon Noh, 2020. "Understanding the Choice of Online Resale Channel for Used Electronics," Production and Operations Management, Production and Operations Management Society, vol. 29(5), pages 1188-1211, May.
    8. Matthias Guffler & Alexandra Bertschi-Michel & Andreas Hack & Franz W. Kellermanns, 2023. "Family firm ambidexterity: the influence of paradoxical tensions and the Entrepreneurial Family’s cohesion," The Journal of Technology Transfer, Springer, vol. 48(6), pages 1945-1977, December.
    9. Sinem Acar-Burkay & Vidar Schei & Luk Warlop, 2020. "The Best of Both Worlds? Negotiations Between Cooperators and Individualists Provide High Economic and Relational Outcomes," Group Decision and Negotiation, Springer, vol. 29(3), pages 491-522, June.
    10. Craig Galbraith & Alex DeNoble & Sanford Ehrlich & Jessica Mesmer-Magnus, 2010. "Review panel consensus and post-decision commercial performance: a study of early stage technologies," The Journal of Technology Transfer, Springer, vol. 35(2), pages 253-281, April.
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