Social interaction and negotiation outcomes: An experimental approach

Brañas–Garza, Pablo; Cabrales, Antonio; Mateu, Guillermo; Sánchez, Ángel; Sutan, Angela

doi:10.1016/j.socec.2022.101948

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“…Negotiators who trust each other exchange more information about priorities and preferences, and therefore reach more integrative outcomes (e.g., Butler, 1995;Kimel et al, 1980;Weingart et al, 1993). However, it has also been shown that excessive candor and trust by a negotiator can result in greater concession-making, and poorer outcomes for him/her (Lewicky and Polin, 2013;DeRue et al, 2009) and that trust cannot be easily generated with the purpose of improving a negotiation outcome (Brañas-Garza et al, 2023).…”

Section: Related Literature and Analytical Frameworkmentioning

confidence: 99%