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Negotiator Relationships: Construct Measurement, and Demonstration of Their Impact on the Process and Outcomes of Negotiation

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  • Leonard Greenhalgh

    (Dartmouth College)

  • Deborah I. Chapman

    (Dartmouth College)

Abstract

The study of negotiations is giving increasing attention to relationships between the negotiating parties. This study describes the development of a multidimensional index to measure the strength of the various facets of relationships. Results from a laboratory study that used this instrument show that cohesive relationships encourage information-sharing and discourage use of coercive tactics, both of which have direct or indirect effects on the attainment of integrative outcomes, negative affect, and the negotiators' ongoing relationship.

Suggested Citation

  • Leonard Greenhalgh & Deborah I. Chapman, 1998. "Negotiator Relationships: Construct Measurement, and Demonstration of Their Impact on the Process and Outcomes of Negotiation," Group Decision and Negotiation, Springer, vol. 7(6), pages 465-489, November.
    • Handle: RePEc:spr:grdene:v:7:y:1998:i:6:d:10.1023_a:1008694307035
    DOI: 10.1023/A:1008694307035
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    References listed on IDEAS

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    1. Daniel Kahneman & Amos Tversky, 2013. "Prospect Theory: An Analysis of Decision Under Risk," World Scientific Book Chapters, in: Leonard C MacLean & William T Ziemba (ed.), HANDBOOK OF THE FUNDAMENTALS OF FINANCIAL DECISION MAKING Part I, chapter 6, pages 99-127, World Scientific Publishing Co. Pte. Ltd..
    2. Northcraft, Gregory B. & Brodt, Susan E. & Neale, Margaret A., 1995. "Negotiating with Nonlinear Subjective Utilities: Why Some Concessions Are More Equal Than Others," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(3), pages 298-310, September.
    3. Jennifer J. Halpern, 1994. "The Effect of Friendship on Personal Business Transactions," Journal of Conflict Resolution, Peace Science Society (International), vol. 38(4), pages 647-664, December.
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    Cited by:

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