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

Group Decision and Negotiation

Volumn 7, Issue 6, 1998, Pages 465-489

  Greenhalgh, Leonard ^a   Chapman, Deborah I ^a  

^a DARTMOUTH COLLEGE   (United States)

Author keywords

Affect; Coercion; Empathy; Fairness; Information sharing; Integrative bargaining; Negotiation; Negotiation tactics; Relationships; Trust

Indexed keywords

EID: 0032274653     PISSN: 09262644     EISSN: None     Source Type: Journal    
DOI: 10.1023/A:1008694307035     Document Type: Article

References (106)

1. Adams, J. S. (1965). "Inequity in Social Exchange." In L. Berkowitz (ed.), Advances in Experimental Social Psychology (Vol. 2, pp. 267-299). New York: Academic Press.
2. Argyle, M., and M. Henderson. (1985). The Anatomy of Relationships. London: Methuen.
3. Bacharach, S. B., and E. J. Lawler. (1980). Power and Politics in Organizations. San Francisco: Jossey-Bass.
4. Barley, S. (1991). "Contextualizing Conflict: Notes on the Anthropology of Disputes and Negotiations." In M. H. Bazerman, R. J. Lewicki, and B. H. Sheppard (eds.), Research on Negotiation in Organizations (Vol. 3, 165-199). Greenwich, CT: JAI Press.
5. Baron, R. A. (1984). "Reducing Organizational Conflict: An Incompatible Responses Approach." Journal of Applied Psychology 69, 272-279.
6. Baum, H. S. (1992). "Mentoring: Narcissistic Fantasies and Oedipal Realities." Human Relations 45, 223-245.
7. Bazerman, M. H., and M. A. Neale. (1992). Negotiating Rationally. New York: Free Press.
8. Bazerman, M. H., T. Magliozzi, and M. A. Neale. (1985). "The Acquisition of an Integrative Response in a Competitive Market." Organizational Behavior and Human Performance 35, 294-313.
9. Ben-Yoav, O., and D. G. Pruitt. (1984). "Resistance to Yielding and the Expectation of Cooperative Future Interaction in Negotiation." Journal of Experimental Social Psychology 20, 323-335.
10. Caplow, T. M. (1968). Two Against One: Coalitions in Triads. Englewood Cliffs, NJ: Prentice-Hall.
11. Carnevale, P. J. D., D. G. Pruitt, and S. D. Britton. (1979). "Looking Tough: The Negotiator Under Constituent Surveillance." Personality and Social Psychology Bulletin 5, 118-121.
12. Cartwright, D. (1968). "The Nature of Group Cohesiveness." In D. Cartwright and A. Zander (eds.), Group Dynamics: Research and Theory (pp. 91-109). New York: Harper and Row.
13. Cropanzano, R., and M. L. Randall. (1993). "Injustice and Work Behavior: An Historical Review." In R. Cropanzano (ed.), Justice in the Workplace (pp. 3-20). Hillsdale, NJ: Lawrence Erlbaum.
14. Davis, K. E., and M. J. Todd. (1985). "Assessing Friendship: Prototypes, Paradigm Cases and Relationship Description." In S. Duck and D. Perlman (eds). Understanding Personal Relationships (pp. 17-38). Beverly Hills: Sage.
15. Deutsch, M. (1960). "The Effect of Motivational Orientation upon Trust and Suspicion." Human Relations 13, 123-139.
16. Deutsch, M., and R. M. Krauss. (1960). "The Effect of Threat Upon Interpersonal Bargaining." Journal of Abnormal and Social Psychology 61, 181-189.
17. Druckman, D., and K. Zechmeister. (1973). "Conflict of Interest and Value Dissensus: Propositions in the Sociology of Conflict." Human Relations 26, 449-466.
18. Ekman, P., W. V. Friesen, and P. Ellsworth. (1982). "Research Foundations." In P. Ekman (ed.), Emotion in the Human Face (2nd Ed., 1-143). New York: Academic Press.
19. Fransella, F., and D. Bannister. (1977).A Manual for Repertory Grid Technique. New York: Academic Press.
20. Fry, W. R., I. J. Firestone, and D. L. Williams. (1983). "Negotiation Process and Outcome of Stranger Dyads and Dating Couples: Do Lovers Lose?" Basic and Applied Social Psychology 4, 1-16.
21. Gray. B. (1992). "The Gender-Based Foundations of Negotiation Theory." In B. H. Sheppard, R. J. Lewicki, and R. H. Bies (eds.), Research in Negotiation in Organizations (Vol. 4.) Greenwich, CT: JAI Press.
22. Greenberg, J. (1987). "A Taxonomy of Organizational Justice Theories." Academy of Management Review 12, 9-22.
23. Greenhalgh, L. (1987). "Relationships in Negotiations." Negotiation Journal 3, 235-243.
24. Greenhalgh, L. (1995). "Competition in a Collaborative Context: Toward a New Paradigm." In B. H. Sheppard, R. J. Lewicki, and R. H. Bies (eds.). Research on Negotiation in Organizations (Vol. 5, 251-270). Hillsdale, NJ: Lawrence Erlbaum.
25. Greenhalgh, L. and D. I. Chapman. (1995). Joint Decision Making: The Inseparability of Relationships and Negotiation." In R. M. Kramer and D. M. Messick (eds.) Negotiation as a Social Process (pp. 166-185). Thousand Oaks, CA: Sage.
26. Greenhalgh, L., and R. W. Gilkey. (1993). "Effects of Relationship-Orientation on Negotiators' Cognitions and Tactics." Group Decision and Negotiation 2, 167-183.
27. Greenhalgh, L., and R. M. Kramer. (1990). "Strategic Choice in Conflicts: The Importance of Relationships." In R. L. Kahn and M. N. Zald (eds.), Organizations and Nation States: New Perspectives on Conflict and Cooperation. San Francisco: Jossey-Bass.
28. Greenhalgh, L., and R. L. Okun. (1998). "Negotiation and Conflict Resolution." In H. S. Friedman (ed.).Encyclopedia of Mental Health (pp. 759-773). San Diego: Academic Press.
29. Greenhalgh, L., S. A. Neslin, and R. W. Gilkey. (1985). "The Effects of Negotiator Preferences, Situational Power, and Negotiator Personality on Outcomes of Business Negotiations." Academy of Management Journal 28, 9-33.
30. Halpern, J. J. (1992). "The Effect of Friendship on Bargaining: Experimental Studies of Personal Business Transactions.26quot; In J. L. Wall (ed.).Academy of Management Best Paper Proceedings. Madison, WI: Omnipress.
31. Halpern, J. J. (1994). "The Effect of Friendship on Personal Business Transactions." Journal of Conflict Resolution 38, 647-664.
32. Hinde, R. A. (1979). Towards Understanding Relationships. New York: Academic Press.
33. Holmes, J. G., and J. K. Rempel. (1989). "Trust in Close Relationships. " In C. Hendrick (ed.). Close Relationships (pp. 187-220). Newbury Park, CA.: Sage.
34. Isen, A. M., and R. A. Baron. (1991). "Positive Affect as a Factor in Organizational Behavior." In L. L. Cummings and B. M. Staw (eds.). Research in Organizational Behavior (Vol. 13, pp. 1-53). Greenwich, CT: JAI Press.
35. Kahneman, D., and A. Tversky. (1979). "Prospect Theory: An Analysis of Decision Under Risk." Econometrica 47, 263-291.
36. Kelley, H. H. (1979). Personal Relationships. Hillsdale, NJ: Lawrence Erlbaum.
37. Kelley, H. H., E. Berscheid, A. Christensen, J. Harvey, T. Huston, G. Levinger, E. McClintock, L.A. Peplau, and D. R. Peterson. (1983). Close Relationships. New York: Freeman.
38. Kelly, G. A. (1955). The Psychology of Personal Constructs. New York: Norton.
39. Kimmel, M. J., D. G. Pruitt, J. M. Magenau, E. Konar-Goldband, and P. J. D. Carnevale. (1980). "Effects of Trust, Aspiration and Gender on Negotiation Tactics." Journal of Personality and Social Psychology 38, 9-23.
40. Kramer, R. M. (1995). "In Dubious Battle: Heightened Accountability, Dysphoric Cognition, and Self-Defeating Bargaining Behavior." In R. M. Kramer and D. M. Messick (eds.). Negotiation as a Social Process (pp. 95-120). Thousand Oaks, CA: Sage.
41. Kramer, R. M., P. P. Shah, and S. L. Woerner. (1995). "Why Ultimatums Fail: Social Identity and Moralistic Aggression in Coercive Bargaining." In R. M. Kramer and D. M. Messick (eds.). Negotiation as a Social Process (pp. 285-308). Thousand Oaks, CA: Sage.
42. Lax, D., and J. K. Sebenius. (1986). The Manager as Negotiator. New York: Free Press.
43. Lewicki, R. J. and Bunker, B. B. (1995). "Trust in Relationships: A Model of Trust Development and Decline." In B. B. Bunker and J.Z. Rubin (eds.). Conflict. Cooperation and Justice: A Tribute Volume to Morton Deutsch. San Francisco: Jossey-Bass.
44. Lewicki, R. L, J. A. Litterer, J. W. Minton and D. M. Saunders. (1994). Negotiation (Second Edition). Burr Ridge, IL: Irwin.
45. Lewis, S. A., and W. R. Fry. (1977). "Effects of Visual Access and Orientation on the Discovery of Integrative Bargaining Alternatives." Organizational Behavior and Human Performance 20, 75-92.
46. Loewenstein, G. F., L. L. Thompson, and M. H. Bazerman. (1991). "Social Utility and Decision Making in Interpersonal Contexts." Journal of Personality and Social Psychology 57, 426-441.
47. McCall, G. J., M. M. McCall, N. K. Denzin, G. D. Suttles, and S. B. Kurth. (1970). Social Relationships. Chicago: Aldine.
48. Mannix, E. A. (1991). "Resource Dilemmas and Discount Rates in Organizational Decision Making Groups." Journal of Experimental Social Psychology 27, 379-391.
49. Mannix, E. A. and M. A. Neale. (1993). "Power Imbalance and the Pattern of Exchange in Dyadic Negotiation." Group Decision and Negotiation 2, 119-133.
50. March, R. M. (1988). The Japanese Negotiator: Subtlety and Strategy Beyond Western Logic. New York: Kodansha International.
51. Marlowe, D., K. J. Gergen, and A. N. Doob. (1966). "Opponent's Personality, Expectation of Social Interaction, and Interpersonal Bargaining." Journal of Personality and Social Psychology 3, 206-213.
52. Martin, J. (1981). "Relative Deprivation: A Theory of Distributive Injustice for an Era of Shrinking Resources." In L. L. Cummings and B. M. Staw (eds.). Research in Organizational Behavior (Vol. 3, pp. 53-107). Greenwich CT: JAI Press.
53. Miller, C. E., and S. Komorita. (1986). "Coalition Formation in Organizations: What Laboratory Studies Do and Do not Tell us." In R. J. Lewicki, B. H. Sheppard, and M. H. Bazerman (eds.). Research on Negotiation in Organizations. (Vol. 1, pp. 117-138). Greenwich, CT: JAI Press.
54. Mintzberg, H. (1973). The Nature of Managerial Work. New York: Harper and Row.
55. Mumby, D. K., and L. L. Putnam. (1992). "The Politics of Emotion: A Feminist Reading of Bounded Rationality." Academy of Management Review 17, 465-486.
56. Murnighan, LK. (1986). "Organizational Coalitions: Structural Contingencies and the Formation Process." In R. J. Lewicki, B. H. Sheppard, and M. H. Bazerman (eds.). Research on Negotiation in Organizations (Vol. 1, pp. 155-173). Greenwich, CT: JAI Press.
57. Nash, J. F. (1950). "The Bargaining Problem." Econometrica 18, 155-162
58. Nash, J. F. (1953). "Two-Person Cooperative Games." Econometrica 21, 128-140.
59. Nathan, B. R., A. M. Mohrmann Jr., and J. Milliman. (1991). "Interpersonal Relations as a Context for the Effects of Appraisal Interviews on Performance and Satisfaction: A Longitudinal Study." Academy of Management Journal 34, 352-369.
60. Neale, M. A., and M. H. Bazerman. (1991). Cognition and Rationality in Negotiations. New York: Free Press.
61. Neale, M. A., V. L. Huber, and G. B. Northcraft. (1987). "The Framing of Negotiations: Contextual Versus Task Frames." Organizational Behavior and Human Decision Processes 39, 228-241.
62. Neale, M. A., and G. B. Northcraft. (1991). "Behavioral Negotiation Theory: A Framework for Conceptualizing Dyadic Bargaining." In B. Staw and L. L. Cummings (eds.). Research in Organizational Behavior. Greenwich, CT: JAI Press.
63. Neslin, S. A., and L. Greenhalgh. (1983). "Nash's Theory of Cooperative Games as a Predictor of Outcomes of Buyer-Seller Negotiations: An Experiment in Media Purchasing." Journal of Marketing Research 20, 368-379.
64. Northcraft, G. B., S. E. Brodt, and M. A. Neale. (1995). "Negotiating with Nonlinear Subjective Utilities: Why Some Concessions Are More Equal Than Others." Organizational Behavior and Human Decision Processes 63, 298-310.
65. Northcraft, G. B., and M. A. Neale. (1991). "Dyadic Negotiation." In M. H. Bazerman, R. J. Lewicki, and B. H. Sheppard (eds.). Research on Negotiation in Organizations (Vol. 3, pp. 203-229). Greenwich, CT: JAI Press.
66. Northcraft, G. B., J. N. Preston, and M. A. Neale. (1995). The Impact of Relationships on Negotiation Effectiveness and Efficiency When Preferences are Linear and Nonlinear. Paper presented at the Academy of Management Annual Meeting, Vancouver.
67. Pindyck, R. S., and D. L. Rubinfeld. (1981). Economic Models and Economic Forecasts. New York: McGraw-Hill.
68. Pinkley, R. (1988). Cognitive Interpretations of Conflict: A Multidimensional Scaling Analysis. Unpublished Doctoral Dissertation, Department of Psychology, University of North Carolina at Chapel Hill.
69. Polzer, J. T., E. A. Mannix, and M. A. Neale. (1995). "Multiparty Negotiation in Its Social Context." In R. M. Kramer and D. M. Messick (eds.). Negotiation as a Social Process (pp. 123-142). Thousand Oaks, CA: Sage.
70. Polzer, J. T., M. A. Neale, and P. O. Glenn. (1993). "The Effects of Relationships and Justification in an Interdependent Allocation Task." Group Decision and Negotiation 2, 135-148.
71. Pruitt, D. G. (1981). Negotiation Behavior. New York: Academic Press.
72. Pruitt, D. G. (1983). "Achieving Integrative Agreements" In M. H. Bazerman and R. J. Lewicki (eds.). Negotiating in Organizations (pp. 35-50). Beverly Hills: Sage.
73. Pruitt, D. G., and P. J. D. Carnevale. (1993). Negotiation in Social Conflict. Buckingham: Open University Press.
74. Pruitt, D. G., and S. A. Lewis. (1975). "Development of Integrative Solutions in Bilateral Negotiation." Journal of Personality and Social Psychology 31, 621-633.
75. Pruitt, D. G., and J. Z. Rubin. (1986). Social Conflict. New York: Random House.
76. Putnam, L. L. (1990). "Reframing Integrative and Distributive Bargaining: A Process Perspective." In Bazerman, M. H., Lewicki, R. L, and Sheppard, B. H. (eds.). Research on Negotiation in Organizations (Vol. 2, pp. 3-30). Greenwich, CT: JAI Press.
77. Rafaeli, A., and R. I. Sutton. (1989). "The Expression of Emotion in Organizational Life." In L. L. Cummings and B. M. Staw (eds.). Research in Organizational Behavior (Vol. 11, pp. 1-42). Greenwich, CT: JAI Press.
78. Raiffa, H. (1982). The Art and Science of Negotiation. Cambridge: Harvard University Press.
79. Roth, A. E. (1991). "An Economic Approach to the Study of Bargaining." In M. H. Bazerman, R. L. Lewicki, and B. H. Sheppard, (eds.). Research on Negotiation in Organizations (Vol. 3, pp. 35-67). Greenwich, CT: JAI Press.
80. Rubin, J. Z., and B. R. Brown. (1975). The Social Psychology of Bargaining and Negotiation. New York: Academic Press.
81. Rubin, J. Z., and R. J. Lewicki. (1973). "A Three-Factor Experimental Analysis of Promises and Threats." Journal of Applied Social Psychology 3, 240-257.
82. Schlenker, B. R., T. V. Bonoma., J. T. Tedeschi, and W. P. Pivnick. (1970). "Compliance to Threats as a Function of the Wording of the Threat and the Exploitativeness of the Threatener." Sociometry 33, 394-408.
83. Schulz, J. W., and D. G. Pruitt. (1978). "The Effects of Mutual Concern on Joint Welfare." Journal of Experimental Social Psychology 14, 480-482.
84. Shah, P. P., and K. A. Jehn. (1993). "Do Friends Perform Better than Acquaintances? The Interaction of Friendship, Conflict and Task." Group Decision and Negotiation 2, 149-165.
85. Shaw, M. E. (1981). Group Dynamics: The Psychology of Small Group Behavior. New York: McGraw-Hill.
86. Sheppard, B. H. (1995). "Negotiating in Long-Term Mutually Interdependent Relationships Among Relative Equals." In B. H. Sheppard, R. J. Lewicki, and R. H. Bies (eds.). Research on Negotiation in Organizations, (Vol. 5, pp. 3-44). Hillsdale, NJ: Lawrence Erlbaum.
87. Sheppard, B. H., and M. Tuchinsky. (1996). "Interfirm Relationships: A Grammar of Pairs." In L. L. Cummings and B. H. Staw (eds.). Research in Organizational Behavior (Vol. 18, pp. 331-373). Greenwich, CT: JAI Press.
88. Skinner, B. F. (1969). Contingencies of Reinforcement: A Theoretical Analysis. Englewood Cliffs, NJ: Prentice-Hall.
89. Slusher, E. A., K. J. Roering, and G. L. Rose. (1974). "The Effects of Commitment to Future Interaction in Single Plays of Three Games." Behavioral Science 19, 119-132.
90. Sondak, H., and M. C. Moore. (1993). "Relationship Frames and Cooperation." Group Decision and Negotiation 2, 103-118.
91. Tenbrunsel, A., K. Wade-Benzoni, J. Moag, and M. H. Bazerman. (1994). When is a Friend Not a Friend? The Effects of Strong Ties on Matching Efficiency, Individual Effectiveness, and Barriers to Learning (Working Paper No. 108). Evanston, IL: Northwestern University, Dispute Resolution Research Center.
92. Thompson, L. L. (1990). "Negotiation Behavior: Empirical Evidence and Theoretical Issues." Psychological Bulletin 108, 515-532.
93. Thompson, L. L. (1991). "Information Exchange in Negotiation." Journal of Experimental Social Psychology 27, 161-179.
94. Thompson, L. L., and T. DeHarpport. (1993). Relationship, Task Construal, and Communal Orientation in Negotiations. Working paper, University of Washington, Seattle, WA.
95. Thompson, L. L., and R. Hastie. (1990). "Social Perception in Negotiation." Organization Behavior and Human Decision Processes 47, 98-123.
96. Thompson, L. L., E. Peterson, and E. Kray. (1995). "Social Context in Negotiation: An Information-Processing Perspective." In R. M. Kramer and D. M. Messick (eds.). Negotiation as a Social Process (pp. 5-36). Thousand Oaks, CA: Sage.
97. Thompson, L. L., K. L. Valley, and R. M. Kramer. (1995) "The Bittersweet Feeling of Success: An Examination of Social Perception in Negotiation." Journal of Experimental Social Psychology 31, 467-492.
98. Tripp, T. M., H. Sondak, and R. J. Bies (1995). "Justice as Rationality: A Relational Perspective on Fairness in Negotiations." In B. H. Sheppard, R. J. Lewicki, and R. H. Bies (eds.). Research on Negotiation in Organizations (Vol. 5, pp. 45-64). Hillsdale, NJ: Lawrence Erlbaum.
99. Tuchinsky, M., J. E. Escalas, M. C. Moore, and B. H. Sheppard. (1994). Beyond Name, Rank, and Function: Construal of Relationships in Business (Working paper). Durham, NC: Fuqua School of Business, Duke University.
100. Valley, K. L., and M. A. Neale. (1991). The Role of Relationships in Negotiations at Work (Working Paper). Evanston, IL: Northwestern University, Dispute Resolution Research Center.
101. Valley, K. L., M. A. Neale., and E. A. Mannix. (1995). "Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcomes of Dyadic Negotiations." In B. H. Sheppard, R. J. Lewicki, and R. H. Bies (eds.). Research on Negotiation in Organizations (Vol. 5, pp. 65-93). Hillsdale, NJ: Lawrence Erlbaum.
102. Wall, J. A. (1985). Negotiation: Theory and Practice. Glenview, IL: Scott, Foresman.
103. Walton, R. E., and R. B. McKersie. (1965). A Behavioral Theory of Labor Negotiations. New York: McGraw-Hill.
104. Walton, R. E., J. E. Cutcher-Gershenfeld, and R. B. McKersie. (1994). Strategic Negotiations: A Theory of Change in Labor-Management. Boston: Harvard Business School Press.
105. Wish, M., M. Deutsch, and S. J. Kaplan. (1976). "Perceived Dimensions of Interpersonal Relations." Journal of Personality and Social Psychology 33, 409-420.
106. Zand, D. (1972). "Trust and Managerial Problem Solving." Administrative Science Quarterly 17, 229-239.