Predicting willingness to negotiate: The effects of perceived power and trustworthiness in a model of strategic public relations

Journal of Public Relations Research

Volumn 16, Issue 3, 2004, Pages 243-267

  Christen, Cindy T ^a  

^a Department of Environmental and Radiological Health Sciences   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 71949124580     PISSN: 1062726X     EISSN: 1532754X     Source Type: Journal    
DOI: 10.1080/1532-754X.2004.11925129     Document Type: Article

References (58)

1. Abboushi, S., (1987). Union leaders’ willingness to negotiate concessions. Journal of Labour Research, 8, 47–58.
2. Bazerman, M. H., & Neale, M. A., (1992). Negotiating rationally. New York: Free Press.
3. Bianco, W. T., (1994). Trust: Representatives and constituents. Ann Arbor: University of Michigan Press.
4. Brams, S. J., & Doherty, A. E., (1993). Intransigence in negotiations: The dynamics of disagreement. Journal of Conflict Resolution, 37, 692–708.
5. Burkardt, N., Lamb, B. L., & Taylor, J. G., (1997). Power distribution in complex environmental negotiations: Does balance matter? Journal of Public Administration Research and Theory, 7, 247–275.
6. Cameron, G. T., Cropp, F., & Reber, B. H., (2001). Getting past platitudes: Factors limiting accommodation in public relations. Journal of communication Management, 5, 242–261.
7. Cancel, A. E., Cameron, G. T., Sallot, L. M., & Mitrook, M. A., (1997). It depends: A contingency theory of accommodation in public relations. Journal of Public Relations Research, 9, 31–63.
8. Cancel, A. E., Mitrook, M. A., & Cameron, G. T., (1999). Testing the contingency theory of accommodation in public relations. Public Relations Review, 25(2), 171–197.
9. Cartwright, D., (1959). A field theoretic concept of power. In D., Cartwright (Ed.), Studies in social power (pp. 183–220). Ann Arbor: University of Michigan.
10. Chafee, S. H., & McLeod, J. M., (1968). Sensitization in panel design: A coorientational experiment. Journalism Quarterly, 45, 661–669.
11. Christen, C. T., (1996). Game theory, coorientation theory, and field dynamics: Toward a strategic approach to initiating negotiations with key publics. Unpublished master’s thesis, Colorado State University, Fort Collins.
12. Coleman, J. S., (1990). Foundations of social theory. Cambridge, MA: Belknap.
13. Crowley, T. E., (1994). Settle it out of court. New York: Wiley.
14. Deutsch, M., (1973). The resolution of conflict: Constructive and destructive processes. New Haven, CT: Yale University Press.
15. Donohue, W. A., & Kolt, R., (1992). Managing interpersonal conflict. Newbury Park, CA: Sage.
16. Dozier, D. M., Grunig, L. A., & Grunig, J. E., (1995). Manager’s guide to excellence in public relations and communication management. Mahwah, NJ: Lawrence Erlbaum Associates, Inc.
17. Ellemers, N., Spears, R., & Doosje, B., (1997). Sticking together or falling apart: Ingroup identification as a psychological determinant of group commitment versus individual mobility. Journal of personality and Social Psychology, 72, 617–626.
18. Emerson, R. M., (1962). Power-dependence relations. American Sociological Review, 27, 31–41.
19. Emerson, R. M., (1972a). Exchange theory, Part I: A psychological basis for social exchange. In J., Berger, M., Zelditch, Jr., & B., Anderson (Eds.), Sociological themes in process (Vol. 2, pp. 38–57). Boston: Houghton Mifflin.
20. Emerson, R. M., (1972b). Exchange theory, Part II: Exchange relations, exchange, and groups as exchange systems. In J., Berger, M., Zelditch, Jr., & B., Anderson (Eds.), Sociological themes in progress (Vol. 2, pp. 150–167). Boston, MA: Houghton Mifflin.
21. Fisher, R. J., (1983). Negotiating power: Getting and using influence. American Behavioral Scientist, 27(2), 149–166.
22. Fisher, R. J., (1989). Prenegotiation problem-solving discussions: Enhancing the potential for successful negotiations. In J. G., Stein (Ed.), Getting to the table: The processes of international prenegotiation (pp. 206–218). Baltimore: Johns Hopkins University Press.
23. Fisher, R. J., Grant, P. R., Hall, D. G., Keashly, L., & Kinzel, R., (1990). The development and testing of a strategic simulation of intergroup conflict. Journal of Psychology, 124, 223–240.
24. Grunig, J. E., (2001). Two-way symmetrical public relations: Past, present and future. In R. L., Health (Ed.), Handbook of public relations (pp. 11–30). Thousand Oaks, CA: Sage.
25. Grunig, J. E., & Grunig, L. A., (1992). Models of public relations and communication. In J. E., Grunig (Ed.), Excellence in public relations and communication management (pp. 285–326). Hillsdale, NJ: Lawrence Erlbaum Associates, Inc.
26. Grunig, J. E., & Huang, Y., (2000). From organizational effectiveness to relational indicators: Antecedents of relationships, public relations strategies, and relationship outcomes. In J. A., Ledingham & S. D., Brunig (Eds.), Public relations as relationship management: A relational approach to the study and practice of public relations (pp. 23–53). Hillsdale, NJ: Lawrence Erlbaum Associates, Inc.
27. Grunig, J. E., & Hunt, T. T., (1984). Managing public relations. Fort Worth, TX: Harcourt Brace.
28. Hardin, R., (1996). Trustworthiness. Ethics, 107(1), 26–42.
29. Ippolito, C. A., & Pruitt, D. G., (1990). Power balancing in mediation: Outcomes and implications of mediator intervention. International Journal of Conflict Resolution, 1, 341–355.
30. Jackson, J. W., (1993). Realistic group conflict theory: A review and evaluation of the theoretical and empirical literature. The Psychological Record, 43, 395–413.
31. Jones, K., (1996). Trust as an affective attitude. Ethics, 107(1), 4–25.
32. Kasperson, R. W., Golding, D., & Tuler, S., (1992). Social distrust as a factor in siting hazardous facilities and communicating risk. Journal of Social Issues, 48(4), 161–186.
33. Koller, M., (1988). Risk as a determinant of trust. Basic and Applied Social Psychology, 9, 265–276.
34. Lahno, B., (1995). Trust, reputation, and exit in exchange relationships. Journal of Conflict Resolution, 39, 495–510.
35. Lawler, E. F., (1986). Bilateral deterrence and conflict spiral: A theoretical analysis. In E. J., Lawler (Ed.), Advances in group processes (Vol. 3, pp. 107–130). Greenwich, CT: JAI.
36. Lawler, E. F., Ford, R., & Large, M. D., (1999). Unilateral initiatives as a conflict resolution strategy. Social Psychological Quarterly, 62, 240–256.
37. Levinger, G., (1959). The development of perceptions and behavior in newly formed social power relationships. In D., Cartwright (Ed.), Studies in social power (pp. 69–82). Ann Arbor: University of Michigan.
38. Lewis, J. D., & Weigert, A., (1985). Trust as a social reality. Social Forces, 63, 967–985.
39. McKechnie, J. L., (Ed.). (1983). Webster’s new universal unabridged dictionary (2nd ed.). New York: Simon & Schuster.
40. McLeod, J. M., & Chafee, S. H., (1973). Interpersonal approaches to communication research. American Behavioral Scientist, 16, 469–500.
41. Meeker, B. F., (1984). Cooperative orientation, trust, and reciprocity. Human Relations, 37, 225–243.
42. Michener, H. A., & DeLamater, J. D., (1994). Social psychology (3rd ed.). Fort Worth, TX: Harcourt Brace.
43. Molm, L. D., & Cook, K. S., (1995). Social exchange and exchange networks. In K. S., Cook, G. A., Fine & J. S., House (Eds.), Sociological perspectives in social psychology (pp. 209–235). Boston: Allyn & Bacon.
44. Murphy, P., & Dee, J., (1992). Du Pont and Greenpeace: The dynamics of conflict between corporations and activist groups. Journal of Public Relations Research, 4, 3–20.
45. Parks, C. D., Hulbert, L. G., (1995). High and low trusters’ responses to fear in a payoff matrix. Journal of Conflict Resolution, 39, 718–730.
46. Pavitt, C., & Kemp, B., (1999). Contextual and relational factors in interpersonal negotiation strategy choice. Communication Quarterly, 47, 133–150.
47. Pfeffer, J., & Salancik, G. R., (1978). The external control of organizations: A resource dependence perspective. New York: Harper & Row.
48. Raiffa, H., (1982). The art and science of negotiating. Cambridge, MA: Harvard University Press.
49. Rotter, J. B., (1980). Interpersonal trust, trustworthiness, and gullibility. American Psychologist, 35, 1–7.
50. Ruscio, K. P., (1996). Trust, democracy, and public management: A theoretical argument. Journal of Public Administration Research and Theory, 6, 461–477.
51. Sherif, M., Harvey, O. J., White, B. J., Hood, W. R., & Sherif, C. W., (1966). Intergroup cooperation and competition: The Robber’s Cave experiment. Norman, OK: University Book Exchange.
52. Stein, J. G., (1989). The triggers, stages, functions, and consequences of prenegotiation. In J. G., Stein (Ed.), Getting to the table: The processes of international prenegotiation (pp. 239–268). Baltimore: Johns Hopkins University Press.
53. Tajfel, H., (1978). Differentiation between social groups. New York: Academic.
54. Tajfel, H., & Turner, J. C., (1979). The social identity theory of intergroup behavior. In W. G., Austin & S., Worchel (Eds.), The social psychology of intergroup relations (pp. 7–24). Pacific Grove, CA: Brooks/Cole.
55. Worchel, S., (1986). The role of cooperation in reducing intergroup conflict. In W. G., Austin & S., Worchel (Eds.), Psychology of intergroup relations (2nd ed., pp. 288–305). Chicago: Nelson Hall.
56. Yarbrough, C. R., Cameron, G. T., Sallot, L. M., & McWilliams, A., (1998). Tough calls to make: Contingency theory and the Centennial Olympic Games. Journal of Communication Management, 3, 39–56.
57. Zartman, I. W., (1977). Negotiation as a joint decision-making process. Journal of Conflict Resolution, 21, 619–638.
58. Zartman, I. W., (1989). Prenegotiation: Phases and functions. In J. G., Stein (Ed.), Getting to the table: The processes of international prenegotiation (pp. 1–17). Baltimore: Johns Hopkins University Press.