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Group Decision and Negotiation

, Volume 27, Issue 1, pp 85–105 | Cite as

I Expected More from You: The Influence of Close Relationships and Perspective Taking on Negotiation Offers

  • Jaime Ramirez-Fernandez
  • Jimena Y. Ramirez-Marin
  • Lourdes Munduate
Article

Abstract

Three experimental studies show that interpersonal relationships influence the expectations of negotiators at the negotiation table. That is, negotiators expect more generous negotiation offers from close others (Study 1), and when expectations are not met, negative emotions arise, resulting in negative economic and relational outcomes (Study 2). Finally, a boundary condition for the effect of interpersonal relationships on negotiation expectations is shown: perspective taking leads the parties to expect less from friends than from acquaintances (Study 3). The findings suggest that perspective taking helps negotiators reach agreement in relationships. The article concludes with implications for practice and future research directions.

Keywords

Negotiation Relationships Expectations Emotions Perspective taking 

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Copyright information

© Springer Science+Business Media B.V., part of Springer Nature 2017

Authors and Affiliations

  1. 1.Department of Social PsychologyUniversity of SevilleSevilleSpain
  2. 2.Department of Marketing and NegotiationIESEG School of Management (LEM-CNRS)LilleFrance

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