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

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.

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Correspondence to Jaime Ramirez-Fernandez.

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This investigation was partially funded by the Spanish Ministry of Science (PSI 2011/29256) and the Spanish Ministry of Economy and Competitiveness (PSI2015-64894-P).

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Ramirez-Fernandez, J., Ramirez-Marin, J.Y. & Munduate, L. I Expected More from You: The Influence of Close Relationships and Perspective Taking on Negotiation Offers. Group Decis Negot 27, 85–105 (2018). https://doi.org/10.1007/s10726-017-9548-4

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  • DOI: https://doi.org/10.1007/s10726-017-9548-4

Keywords

  • Negotiation
  • Relationships
  • Expectations
  • Emotions
  • Perspective taking