Negotiators who give too much
Unmitigated communion, relational anxieties, and economic costs in distributive and integrative bargaining
Datos Bibliográficos
| ID | 6207064 |
|---|---|
| Autores | Emily T Amanatullah (Institute for Women's Policy Research), Michael W Morris (0000-0002-2224-2495), Jared R Curhan (0000-0003-0625-1831, Massachusetts Institute of Technology) |
| Año | 2008 |
| Volumen | 95 |
| Número | 3 |
| Páginas | 723-738 |
| Fecha de publicación | 2008-01-01 |
| Peer Reviewed | Sí |
| Open Access | No |
| Tipo | ARTICLE |
| Revista | Journal of Personality and Social Psychology (JOURNAL) |
| Identificadores de la revista | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Editorial | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/a0012612 |
| PMID | 18729705 |
| OpenAlex | W2016254816 |
| Idioma | EN |
| Citas recibidas | 25 |
| Referencias citadas | 6 |
A series of studies found that the personality dimension of unmitigated communion (H. L. Fritz & V. S. Helgeson, 1998) leads negotiators to make concessions to avoid straining relationships. Results indicate that even within the population of successful business executives, this dimension of relational anxiety can be identified distinctly from more general relational orientations, such as agreeableness, and that it distinctly predicts accommodating tendencies in everyday conflicts. In economic games, unmitigated communion predicts giving in contexts in which the relational norm of reciprocity applies, but not in contexts tapping instrumental or altruistic motives for cooperation. In distributive negotiations, the effect of unmitigated communion in lowering a negotiator's outcome is mediated by prenegotiation anxieties about relational strain and plans to make large concessions if needed to avoid impasse (lower reservation points). In integrative negotiations, high unmitigated communion on both sides of the negotiation dyad results in relational accommodation, evidenced by decreased success in maximizing economic joint gain but increased subjective satisfaction with the relationship
Agreeableness · Big Five personality traits · Dyad · Negotiation · Norm (philosophy) · Norm of reciprocity · Personality · Political science · Social capital · Sociology · Conflict Management and Negotiation · Cultural Differences and Values · Family Business Performance and Succession · Psychology · Social Psychology
Feeling good, doing good, and getting ahead
Effective Negotiation
Effective Negotiation
The Bright Side of Being Prosocial at Work, and the Dark Side, Too
A Large Scale Test of the Effect of Social Class on Prosocial Behavior
Individual Differences in Within-Person Variability in Personality Positively Predict Economic Gains and Satisfaction in Negotiations
Trust Building via Negotiation
So You Want Me to Believe You’re Happy or Angry? How Negotiators Perceive and Respond to Emotion Deception
Dovish and Hawkish Influence in Distributive and Integrative Negotiations
Individual Differences and Situational Constraint Predict Information Search in Negotiation Planning
Negotiator Consistency, Counterpart Consistency, and Reciprocity in Behavior Across Partners
Reactions to a social dilemma as a function of intragroup interactions and group performance
How to dissolve fixed-pie bias in negotiation? Social antecedents and the mediating effect of mental-model adjustment
Are men better negotiators everywhere? A meta‐analysis of how gender differences in negotiation performance vary across cultures
One step ahead in the game
How Can Women Escape the Compensation Negotiation Dilemma? Relational Accounts Are One Answer
Do Women Accommodate More Than Men? Gender Differences in Perceived Social Support and Negotiation Behavior by Spanish and Dutch Worker Representatives
Retracted
A fatigue model of social venturing
Links between unmitigated communion, interpersonal behaviors and well-being
Early words that work
Gender differences in trust dynamics
Sabotaging the deal
Being grateful and biased
The Development of Willingness to Sacrifice and Unmitigated Communion in Intimate Partnerships
| Obras citantes distintas | 25 |
|---|---|
| Citas por año | 1,67 |
| Intervalo de citas | 2011 - 2024 (14) |
| Velocidad de citación | recent |
| Altamente citado | No |
| Tipos de cita | Neutras: 24 |