Affect in Dyadic Negotiation: A Model and Propositions

1996 ◽  
Vol 67 (2) ◽  
pp. 127-143 ◽  
Author(s):  
Bruce Barry ◽  
Richard L. Oliver
Keyword(s):  
Dyadic Negotiation

Power imbalance and the pattern of exchange in dyadic negotiation

1993 ◽  
Vol 2 (2) ◽  
pp. 119-133 ◽  
Author(s):  
Elizabeth A. Mannix ◽  
Margaret A. Neale
Keyword(s):  
Power Imbalance ◽  
Dyadic Negotiation

Lambs Among Lions? The Impact of Ethical Ideology on Negotiation Behaviors and Outcomes

2002 ◽  
Vol 7 (2) ◽  
pp. 235-260 ◽  
Author(s):  
◽  
Keyword(s):  
Ethical Ideology ◽  
Ethical Orientation ◽  
Negotiation Strategy ◽  
Negotiation Strategies ◽  
Ethical Orientations ◽  
Dyadic Negotiation ◽  
The Impact

AbstractRelationships between individuals' ethical orientations (classified on dimensions of idealism and relativism), their negotiation strategies, their views of ethically ``marginal'' tactics, and their outcomes in dyadic negotiation are examined. Results indicate a relationship between ethical orientation and negotiation strategy. Specifically, absolutists (high on idealism, low on relativism) tended to employ more assertive negotiation strategies than did those of other ethical orientations. Individuals in no one category of ethical ideology outperformed those in any other category in terms of integrativeness of agreements or outcomes. Absolutists viewed ethically questionable tactics as less acceptable, whereas subjectivists found them more acceptable. We found that individuals less accepting of questionable tactics (``lambs''), who negotiated against those more accepting of such tactics (``lions''), were able to achieve better outcomes and a greater percentage of joint outcomes.

scholarly journals Bridging Racial Divides: Social Constructionist (vs. Essentialist) Beliefs Facilitate Trust in Intergroup Contexts

2017 ◽  
Author(s):  
Franki Y. H. Kung ◽  
Melody Manchi Chao ◽  
Jingdan YAO ◽  
Wendi L. Adair ◽  
Jeanne H. Fu ◽  
...  
Keyword(s):  
Social Dilemma ◽  
Social Constructionist ◽  
Social Categories ◽  
Social Construct ◽  
Interracial Relations ◽  
Lay Theory ◽  
Face To Face ◽  
Team Conflict ◽  
Conflict Situations ◽  
Dyadic Negotiation

Trust serves as the foundation for social harmony and prosperity, but it is not always easy to build. When people see other groups as different, e.g., members of a different race or ethnicity, the perceived boundary often obstructs people from extending trust. This may result in interracial conflicts. The current research argues that individual differences in the lay theory of race can systematically influence the degree to which people extend trust to a racial outgroup in conflict situations. The lay theory of race refers to the extent to which people believe race is a malleable social construct that can change over time (i.e., social constructionist beliefs) versus a fixed essence that differentiates people into meaningful social categories (i.e., essentialist beliefs). In our three studies, we found evidence that social constructionist (vs. essentialist) beliefs promoted interracial trust in intergroup contexts, and that this effect held regardless of whether the lay theory of race was measured (Studies 1 and 3) or manipulated (Study 2), and whether the conflict was presented in a team conflict scenario (Study 1), social dilemma (Study 2), or a face-to-face dyadic negotiation (Study 3). In addition, results revealed that the lay theory’s effect on interracial trust could have critical downstream consequences in conflict, namely cooperation and mutually beneficial negotiation outcomes. The findings together reveal that the lay theory of race can reliably influence interracial trust and presents a promising direction for understanding interracial relations and improving intergroup harmony in society.

Personality and Integrative Negotiations: A Hexaco Investigation of Actor, Partner, and Actor–Partner Interaction Effects on Objective and Subjective Outcomes

2018 ◽  
Vol 32 (4) ◽  
pp. 427-442 ◽  
Author(s):  
Clark Amistad ◽  
Patrick D. Dunlop ◽  
Ryan Ng ◽  
Jeromy Anglim ◽  
Ray Fells
Keyword(s):  
European Association ◽  
Subjective Experience ◽  
Economic Value ◽  
Economic Outcomes ◽  
Personality Psychology ◽  
Integrative Negotiation ◽  
Partner Interaction ◽  
Dyadic Negotiation ◽  
Hexaco Model ◽  
Subjective Outcomes

The present study sought to expand the literature on the relations of major dimensions of personality with integrative negotiation outcomes by introducing the HEXACO model, investigating both effects of the negotiators’ and their counterparts’ personality traits on objective and subjective negotiation outcomes, and investigating two interactions between the negotiators’ and counterparts’ personalities. One hundred forty–eight participants completed the HEXACO–100 measure of personality. Participants then engaged in a dyadic negotiation task that contained a mix of distributive and integrative elements (74 dyads). Measures of subjective experience and objective economic value were obtained, and actor–partner interdependence models were estimated. Personality was generally a better predictor of subjective experience than objective economic value. In particular, partner honesty–humility, extraversion, and openness predicted more positive negotiation experiences. An actor–partner interaction effect was found for actor–agreeableness by partner–honesty–humility on economic outcomes; agreeable actors achieved worse (better) economic outcomes when negotiating with partners that were low (high) on honesty–humility. © 2018 European Association of Personality Psychology

The Impact of Alternatives to Settlement in Dyadic Negotiation

1994 ◽  
Vol 57 (1) ◽  
pp. 97-116 ◽  
Author(s):  
Robin L. Pinkley ◽  
Margaret A. Neale ◽  
Rebecca J. Bennett
Keyword(s):  
Dyadic Negotiation ◽  
The Impact
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