The Janus Quality of Negotiation: Dealmaking and Dispute Settlement

The Role of Relational Goals in Explicating Dyadic Emotional Communication Processes in Dispute Resolution: A Cross-Cultural Investigation

“…Negotiation is an interpersonal interaction through which two or more parties with perceived incompatible goals attempt to resolve their differences (Putnam & Roloff, 1992). Although the vast majority of negotiation research is focused on deal-making situations where a deal or a new relationship is about to be created (Sander & Rubin, 1988), in reality individuals are frequently pulled into disputes with someone in an already existing relationship. While negotiation research tends to portray negotiators as rational decision-makers who strategically plan their moves and turns around monetary or economic goals, communicative exchange between disputants can be driven primarily by negotiators’ socioemotional goals; such emotion-laden interaction can have a make-it-or-break-it impact on the relationship between dispute parties.…”