Abstract
Multimethod research was conducted to investigate how relationship orientation affects cognitions and tactics of dealing with conflicts. In-depth interviews by a clinical psychologist revealed differences in perspective on the relationship, and content analysis of a videotaped laboratory simulation revealed differences in tactics attributable to differential concern for relationship preservation. A second laboratory simulation manipulated the duration of the negotiators' relationship to investigate the effects of relationship orientation when situational factors are taken into account. The results generally show that relationship-oriented negotiators tend to view relationships with the other party as continuous rather than episodic, adopt flexible postures, and avoid relationship-impairing tactics; they also show that situation can have a strong effect.
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Greenhalgh, L., Gilkey, R.W. The effect of relationship orientation on negotiators' cognitions and tactics. Group Decis Negot 2, 167–183 (1993). https://doi.org/10.1007/BF01884770
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DOI: https://doi.org/10.1007/BF01884770