Sabotaging the deal: The way relational concerns undermine negotiators

O’Connor, Kathleen M.; Arnold, Josh A.

doi:10.1016/j.jesp.2011.04.004

Cited by 12 publications

(9 citation statements)

References 46 publications

(55 reference statements)

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“…Finally, Study 2 also tested the hypothesis that conflicts that threaten relationships will be associated with stronger physiological and behavioral reactions that are characteristic of stress reactions than conflicts that threaten either interests or identities. This hypothesis is consistent with recent findings showing that belongingness needs correlate positively with pre-negotiation stress (O'Connor & Arnold, 2011).…”

Section: Studysupporting

confidence: 93%

“…Recent research found that belongingness needs correlate positively with pre-negotiation stress (O'Connor & Arnold, 2011). Study 4 was designed to extend Study 2's findings by demonstrating a causal effect of the target of perceived threat in conflict on consumption of comfort foods.…”

Section: Study 4: Threats To Relationships Increase Consumption Of Comentioning

confidence: 95%

“…The ability to frame the same conflict as posing threats to different targets may be of particular interest to conflict managers as it may allow them to influence individuals' conflict behaviors, and through them, the process associated with the resolution versus intensification of conflicts. Finally, future investigations may explore the consequences of focusing on different types of threats on dyadic and group interactions (Curhan et al, 2008;O'Connor & Arnold, 2011). Linking the individual-level cognitive, energetic and behavioral effects demonstrated in this research to dyadic and group-level processes will greatly enhance researchers' understanding of conflict and practitioners' ability to effectively manage and resolve interpersonal conflicts.…”

Section: Strengths and Limitations And Future Directionsmentioning

confidence: 99%

See 2 more Smart Citations

Exhausting or exhilarating? Conflict as threat to interests, relationships and identities

Halevy

Chou

Galinsky

2012

Journal of Experimental Social Psychology

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Section: Studysupporting

confidence: 93%

Section: Study 4: Threats To Relationships Increase Consumption Of Comentioning

confidence: 95%

Section: Strengths and Limitations And Future Directionsmentioning

confidence: 99%

See 1 more Smart Citation

Exhausting or exhilarating? Conflict as threat to interests, relationships and identities

Halevy

Chou

Galinsky

2012

Journal of Experimental Social Psychology

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“…more accommodation) obtained higher relational capital but poorer economic outcomes. O'Connor and Arnold () found that negotiators with a higher level of belongingness suffered higher economic losses through more yielding, but their opponents were not able to take advantage of this and also obtained poor outcomes. We suspect that achieving integrative outcomes may involve a complex pattern of contending and yielding.…”

Section: Discussionmentioning

confidence: 99%

Understanding response patterns in dyadic conflict: An interactive approach combining self‐construal and opponent's dominance‐submissiveness

Lam

2015

Int J Psychol

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Previous works on the effect of self-construal in interpersonal behaviours tend to adopt a main effect approach. The present research proposes an interactive approach in understanding two response patterns in dyadic conflict by combining self-construal and the stance of the opponent. Independent self-construal was hypothesised to be associated with a self-centred pattern of conflict response, which is characterised by taking contending responses regardless of whether the stance of the opponent is dominant or submissive. Relational self-construal was hypothesised to be associated with a tuning-in pattern of conflict response, which is characterised by showing contending responses when the opponent is submissive but yielding responses when the opponent is dominant. With trait self-construal measured and opponent's stance manipulated, Study 1 provided initial support for the hypotheses. Study 2 showed a three-way interaction effect between trait self-construal, manipulated self-construal and the opponent's stance on actual conflict responses during discussion of a scenario. The effect of self-construal manipulation was only observed among people who were low in trait independent self-construal and average in trait relational self-construal. The results pinpoint the importance of considering personal and opponent factors simultaneously in understanding the dynamics of dyadic conflict processes.

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“…Previous literature suggests that negotiators are willing to sacrifice value to benefit those close to them (Fry, Firestone, & Williams, ; Greenhalgh & Chapman, ; Mannix, Tinsley, & Bazerman, ; O'Connor & Arnold, ; Olekalns & Smith, ). However, it is not clear from the literature whether negotiators in close relationships expect the other party to sacrifice value as well.…”

Section: Introductionmentioning

confidence: 99%

Selling to Strangers, Buying from Friends: Effect of Communal and Exchange Norms on Expectations in Negotiation

Ramirez‐Fernandez

Ramirez‐Marin

Munduate

2018

Negotiation Conflict Man Res

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This study examines the effect of relationships on negotiators' expectations. The authors derive theory and hypotheses from relational norms that govern relationships (communal and exchange) which impact negotiators' expectations when interacting with close others. The study focuses on the influence of the negotiator's role (buyer or seller) and relational norms on expected offers. The authors tested the hypotheses across three studies. Results consistently show that close relationships influence expectations such that buyers expect more favorable offers from best friends than from friends and acquaintances (Studies 1–3). And this effect is absent for sellers (Study 1). Moreover, the motivation to meet the needs of the other party (communal strength) is higher for close relationships but it does not moderate the effect of relationships on expectations (Study 2). Finally, negotiators high in communal strength and exchange orientation norms expect more generous offers from best friends (Study 3).

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Sabotaging the deal: The way relational concerns undermine negotiators

Cited by 12 publications

References 46 publications

Exhausting or exhilarating? Conflict as threat to interests, relationships and identities

Exhausting or exhilarating? Conflict as threat to interests, relationships and identities

Understanding response patterns in dyadic conflict: An interactive approach combining self‐construal and opponent's dominance‐submissiveness

Selling to Strangers, Buying from Friends: Effect of Communal and Exchange Norms on Expectations in Negotiation

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