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I Expected More from You: The Influence of Close Relationships and Perspective Taking on Negotiation Offers

Author

Listed:
  • Jaime Ramirez-Fernandez
  • Jimena Ramirez-Marin

    (LEM - Lille économie management - UMR 9221 - UA - Université d'Artois - UCL - Université catholique de Lille - Université de Lille - CNRS - Centre National de la Recherche Scientifique)

  • Lourdes Munduate

Abstract

Three experimental studies show that interpersonal relationships influence the expectations of negotiators at the negotiation table. That is, negotiators expect more generous negotiation offers from close others (Study 1), and when expectations are not met, negative emotions arise, resulting in negative economic and relational outcomes (Study 2). Finally, a boundary condition for the effect of interpersonal relationships on negotiation expectations is shown: perspective taking leads the parties to expect less from friends than from acquaintances (Study 3). The findings suggest that perspective taking helps negotiators reach agreement in relationships. The article concludes with implications for practice and future research directions.
(This abstract was borrowed from another version of this item.)

Suggested Citation

  • Jaime Ramirez-Fernandez & Jimena Ramirez-Marin & Lourdes Munduate, 2018. "I Expected More from You: The Influence of Close Relationships and Perspective Taking on Negotiation Offers," Post-Print hal-01819216, HAL.
    • Handle: RePEc:hal:journl:hal-01819216
    DOI: 10.1007/s10726-017-9548-4
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    References listed on IDEAS

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