IDEAS home Printed from https://ideas.repec.org/a/eee/jobhdp/v167y2021icp157-169.html
   My bibliography  Save this article

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

Author

Listed:
  • Swaab, Roderick I.
  • Lount, Robert B.
  • Chung, Seunghoo
  • Brett, Jeanne M.

Abstract

Although negotiations between teams can result in informational advantages resulting in higher joint gain, the presence of teams can also undermine trust, fuel competition, and impair joint gain. This research addresses this challenge by using structured dialogues to develop trust that helps to establish cooperative interdependence between teams. Building upon prior research in negotiations and intergroup relations, we propose that superordinate goal dialogues can increase trust and facilitate strategy to generate high quality outcomes. Across four face-to-face negotiation studies, we document that structured dialogues about superordinate goals increase trust and teams’ use of negotiation strategy to ultimately improve joint gain. We identify the boundary conditions that shape when superordinate goal dialogues are most likely to increase joint gain, as well as when they will not be effective.

Suggested Citation

  • Swaab, Roderick I. & Lount, Robert B. & Chung, Seunghoo & Brett, Jeanne M., 2021. "Setting the stage for negotiations: How superordinate goal dialogues promote trust and joint gain in negotiations between teams," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 157-169.
    • Handle: RePEc:eee:jobhdp:v:167:y:2021:i:c:p:157-169
    DOI: 10.1016/j.obhdp.2021.08.001
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0749597821000789
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.obhdp.2021.08.001?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Peterson, Erika & Thompson, Leigh, 1997. "Negotiation Teamwork: The Impact of Information Distribution and Accountability on Performance Depends on the Relationship among Team Members," Organizational Behavior and Human Decision Processes, Elsevier, vol. 72(3), pages 364-383, December.
    2. Carnevale, Peter J. D. & Isen, Alice M., 1986. "The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 37(1), pages 1-13, February.
    3. Serena Changhong Lu & Dejun Tony Kong & Donald L. Ferrin & Kurt T. Dirks, 2017. "What are the determinants of interpersonal trust in dyadic negotiations? Meta-analytic evidence and implications for future research," Journal of Trust Research, Taylor & Francis Journals, vol. 7(1), pages 22-50, January.
    4. Bolton, Gary E. & Croson, Rachel T. A. (ed.), 2012. "The Oxford Handbook of Economic Conflict Resolution," OUP Catalogue, Oxford University Press, number 9780199730858.
    5. Moore, Don A. & Kurtzberg, Terri R. & Thompson, Leigh L. & Morris, Michael W., 1999. "Long and Short Routes to Success in Electronically Mediated Negotiations: Group Affiliations and Good Vibrations, , , , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 77(1), pages 22-43, January.
    6. Kramer, Roderick M. & Newton, Elizabeth & Pommerenke, Pamela L., 1993. "Self-Enhancement Biases and Negotiator Judgment: Effects of Self-Esteem and Mood," Organizational Behavior and Human Decision Processes, Elsevier, vol. 56(1), pages 110-133, October.
    7. Dejun Tony Kong & Robert B. Lount & Mara Olekalns & Donald L. Ferrin, 2017. "Advancing the scientific understanding of trust in the contexts of negotiations and repeated bargaining," Journal of Trust Research, Taylor & Francis Journals, vol. 7(1), pages 15-21, January.
    8. Tripp, Thomas M. & Sondak, Harris, 1992. "An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 273-295, March.
    9. Schaerer, Michael & du Plessis, Christilene & Yap, Andy J. & Thau, Stefan, 2018. "Low power individuals in social power research: A quantitative review, theoretical framework, and empirical test," Organizational Behavior and Human Decision Processes, Elsevier, vol. 149(C), pages 73-96.
    10. Marwan Sinaceur & Margaret A. Neale, 2005. "Not All Threats are Created Equal: How Implicitness and Timing Affect the Effectiveness of Threats in Negotiations," Group Decision and Negotiation, Springer, vol. 14(1), pages 63-85, January.
    11. Jingjing Yao & Zhi-Xue Zhang & Jeanne Brett, 2017. "Understanding trust development in negotiations: An interdependent approach," Post-Print hal-01745367, HAL.
    12. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
    2. Gelfand, Michele J. & Christakopoulou, Sophia, 1999. "Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 248-269, September.
    3. Dominik Sondern & Guido Hertel, 2019. "Does Paying Back Pay Off? Effects of Reciprocity and Economic Outcomes on Trust Emergence in Negotiations," Group Decision and Negotiation, Springer, vol. 28(6), pages 1053-1076, December.
    4. Rothman, Naomi B. & Northcraft, Gregory B., 2015. "Unlocking integrative potential: Expressed emotional ambivalence and negotiation outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 126(C), pages 65-76.
    5. Allred, Keith G. & Mallozzi, John S. & Matsui, Fusako & Raia, Christopher P., 1997. "The Influence of Anger and Compassion on Negotiation Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(3), pages 175-187, June.
    6. Wendi L. Adair & Jeanne M. Brett, 2005. "The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation," Organization Science, INFORMS, vol. 16(1), pages 33-51, February.
    7. Kihwan Kim & Nicole L. Cundiff & Suk Bong Choi, 2015. "Emotional Intelligence and Negotiation Outcomes: Mediating Effects of Rapport, Negotiation Strategy, and Judgment Accuracy," Group Decision and Negotiation, Springer, vol. 24(3), pages 477-493, May.
    8. Daniel Druckman & Fieke Harinck, 2022. "Trust Matters in Negotiation," Group Decision and Negotiation, Springer, vol. 31(6), pages 1179-1202, December.
    9. Ingmar Geiger, 2020. "From Letter to Twitter: A Systematic Review of Communication Media in Negotiation," Group Decision and Negotiation, Springer, vol. 29(2), pages 207-250, April.
    10. Anderson, Cameron & Thompson, Leigh L., 2004. "Affect from the top down: How powerful individuals' positive affect shapes negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 95(2), pages 125-139, November.
    11. Michele Griessmair & Johannes Gettinger, 2020. "Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations," Group Decision and Negotiation, Springer, vol. 29(3), pages 425-459, June.
    12. Moore, Don A. & Kurtzberg, Terri R. & Thompson, Leigh L. & Morris, Michael W., 1999. "Long and Short Routes to Success in Electronically Mediated Negotiations: Group Affiliations and Good Vibrations, , , , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 77(1), pages 22-43, January.
    13. Burson, Katherine A. & Faro, David & Rottenstreich, Yuval, 2010. "ABCs of principal-agent interactions: Accurate predictions, biased processes, and contrasts between working and delegating," Organizational Behavior and Human Decision Processes, Elsevier, vol. 113(1), pages 1-12, September.
    14. Tinsley, Catherine H. & O'Connor, Kathleen M. & Sullivan, Brandon A., 2002. "Tough guys finish last: the perils of a distributive reputation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 88(2), pages 621-642, July.
    15. Shirako, Aiwa & Kilduff, Gavin J. & Kray, Laura J., 2015. "Is there a place for sympathy in negotiation? Finding strength in weakness," Organizational Behavior and Human Decision Processes, Elsevier, vol. 131(C), pages 95-109.
    16. Kern, Mary C. & Brett, Jeanne M. & Weingart, Laurie R. & Eck, Chase S., 2020. "The “fixed” pie perception and strategy in dyadic versus multiparty negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 143-158.
    17. Sujin Lee, 2005. "Judgment of Ingroups and Outgroups in Intra- and Intercultural Negotiation: The Role of Interdependent Self-Construal in Judgment Timing," Group Decision and Negotiation, Springer, vol. 14(1), pages 43-62, January.
    18. Anca-Maria Clipa & Cătălin-Ioan Clipa & Magdalena Danileț & Andreia Gabriela Andrei, 2019. "Enhancing Sustainable Employment Relationships: An Empirical Investigation of the Influence of Trust in Employer and Subjective Value in Employment Contract Negotiations," Sustainability, MDPI, vol. 11(18), pages 1-16, September.
    19. White, Judith B. & Tynan, Renee & Galinsky, Adam D. & Thompson, Leigh, 2004. "Face threat sensitivity in negotiation: Roadblock to agreement and joint gain," Organizational Behavior and Human Decision Processes, Elsevier, vol. 94(2), pages 102-124, July.
    20. 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.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jobhdp:v:167:y:2021:i:c:p:157-169. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/obhdp .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.