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

    loading  Checking for direct PDF access through Ovid

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.

Related Topics

    loading  Loading Related Articles