Setting the stage for negotiations: How superordinate goal dialogues promote trust and joint gain in negotiations between teams

Swaab, Roderick I.; Lount, Robert B.; Chung, Seunghoo; Brett, Jeanne M.

doi:10.1016/j.obhdp.2021.08.001

Cited by 4 publications

(1 citation statement)

References 58 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Much of this research examines changes in cooperation resulting from explicit instruction or verbal communication. For example, through conversation, parties can explicitly develop a shared identity that, in turn, encourages cooperation (e.g., Kerr, Garst, Lewandowski, & Harris, 1997; Swaab, Lount, & Brett, 2014). We instead focus on nonverbal communication and cooperation, joining a growing literature examining how nonverbal cues can influence trustworthiness and impressions.…”

Section: Discussionmentioning

confidence: 99%

Handshaking promotes deal-making by signaling cooperative intent.

Schroeder¹,

Risen²,

Gino³

et al. 2019

Journal of Personality and Social Psychology

View full text Add to dashboard Cite

Harvard Business SchoolWe examine how a simple handshake-a gesture that often occurs at the outset of social interactionscan influence deal-making. Because handshakes are social rituals, they are imbued with meaning beyond their physical features. We propose that during mixed-motive interactions, a handshake is viewed as a signal of cooperative intent, increasing people's cooperative behavior and affecting deal-making outcomes. In Studies 1a and 1b, pairs who chose to shake hands at the onset of integrative negotiations obtained better joint outcomes. Study 2 demonstrates the causal impact of handshaking using experimental methodology. Study 3 suggests a driver of the cooperative consequence of handshaking: negotiators expected partners who shook hands to behave more cooperatively than partners who avoided shaking hands or partners whose nonverbal behavior was unknown; these expectations of cooperative intent increased negotiators' own cooperation. Study 4 uses an economic game to demonstrate that handshaking increased cooperation even when handshakes were uninstructed (vs. instructed). Further demonstrating the primacy of signaling cooperative intent, handshaking actually reduced cooperation when the action signaled ill intent (e.g., when the hand-shaker was sick; Study 5). Finally, in Study 6, executives assigned to shake hands before a more antagonistic, distributive negotiation were less likely to lie about self-benefiting information, increasing cooperation even to their own detriment. Together, these studies provide evidence that handshakes, ritualistic behaviors imbued with meaning beyond mere physical contact, signal cooperative intent and promote deal-making.

show abstract

Section: Discussionmentioning

confidence: 99%

Handshaking promotes deal-making by signaling cooperative intent.

Schroeder¹,

Risen²,

Gino³

et al. 2019

Journal of Personality and Social Psychology

View full text Add to dashboard Cite

show abstract

Preparation for Business Negotiation at the Livestock Auction Market in Tanzania: The Case of Maasai Livestock Traders

Nandonde¹

2023

Casebook of Indigenous Business Practices in Africa

View full text Add to dashboard Cite

A Practical Guide to Conversation Research: How to Study What People Say to Each Other

Yeomans,

Boland,

Collins

et al. 2023

Advances in Methods and Practices in Psychological Science

View full text Add to dashboard Cite

Conversation—a verbal interaction between two or more people—is a complex, pervasive, and consequential human behavior. Conversations have been studied across many academic disciplines. However, advances in recording and analysis techniques over the last decade have allowed researchers to more directly and precisely examine conversations in natural contexts and at a larger scale than ever before, and these advances open new paths to understand humanity and the social world. Existing reviews of text analysis and conversation research have focused on text generated by a single author (e.g., product reviews, news articles, and public speeches) and thus leave open questions about the unique challenges presented by interactive conversation data (i.e., dialogue). In this article, we suggest approaches to overcome common challenges in the workflow of conversation science, including recording and transcribing conversations, structuring data (to merge turn-level and speaker-level data sets), extracting and aggregating linguistic features, estimating effects, and sharing data. This practical guide is meant to shed light on current best practices and empower more researchers to study conversations more directly—to expand the community of conversation scholars and contribute to a greater cumulative scientific understanding of the social world.

show abstract

Setting the stage for negotiations: How superordinate goal dialogues promote trust and joint gain in negotiations between teams

Cited by 4 publications

References 58 publications

Handshaking promotes deal-making by signaling cooperative intent.

Handshaking promotes deal-making by signaling cooperative intent.

Preparation for Business Negotiation at the Livestock Auction Market in Tanzania: The Case of Maasai Livestock Traders

A Practical Guide to Conversation Research: How to Study What People Say to Each Other

Contact Info

Product

Resources

About