Abstract
This study investigates the intrapersonal and interpersonal mechanisms of relational progression across multi-session buyer–seller negotiations using the actor–partner interdependence mediation model approach. Self-reported data were collected from 94 South Korean participants through multi-session negotiation simulations. Results showed that buyers and sellers were empirically distinguishable from each other. While intrapersonal relational progression was observed within both buyers and sellers, this effect was significantly greater within sellers and was mediated by self-perceived communication quality. The overall interpersonal relational impact occurred unilaterally from sellers to buyers and was mediated by buyer’s perceived communication quality. The study reveals the asymmetric structure of bidirectional relational progression in buyer–seller negotiations with sellers taking a more active stance at both intrapersonal and interpersonal dimensions.
Similar content being viewed by others
References
Adair WL, Brett JM (2005) The negotiation dance: time, culture, and behavioral sequences in negotiation. Organ Sci 16(1):33–51. https://doi.org/10.1287/orsc.1040.0102
Adler NJ, Graham JL, Gehrke TS (1987) Business negotiations in Canada, Mexico, and the United States. J Bus Res 15(5):411–429. https://doi.org/10.1016/0148-2963(87)90010-5
Alfred W, Lu W, Xinyan W, Dean T (2018) Collectivist values for constructive conflict management in international joint venture effectiveness. Int J Confl Manag 29(1):126–143. https://doi.org/10.1108/IJCMA-08-2017-0071
Amistad C, Dunlop PD, Ng R, Anglim J, Fells R (2018) Personality and integrative negotiations: a HEXACO investigation of actor, partner, and actor–partner interaction effects on objective and subjective outcomes. Eur J Personal 32(4):427–442. https://doi.org/10.1002/per.2166
Appelt KC, Higgins ET (2010) My way: how strategic preferences vary by negotiator role and regulatory focus. J Exp Soc Psychol 46(6):1138–1142. https://doi.org/10.1016/j.jesp.2010.05.010
Appleton-Knapp SL, Krentler KA (2006) Measuring student expectations and their effects on satisfaction: the importance of managing student expectations. J Mark Educ 28(3):254–264. https://doi.org/10.1177/0273475306293359
Burtless G (1995) The case for randomized field trials in economic and policy research. J Econ Perspect 9(2):63–84. https://doi.org/10.1257/jep.9.2.63
Cai DA, Wilson SR, Drake LE (2000) Culture in the context of intercultural negotiation: individualism-collectivism and paths to integrative agreements. Hum Commun Res 26(4):591–617. https://doi.org/10.1111/j.1468-2958.2000.tb00770.x
Chen XP, Peng S (2008) Guanxi dynamics: shifts in the closeness of ties between Chinese coworkers. Manag Organ Rev 4(1):63–80. https://doi.org/10.1111/j.1740-8784.2007.00078.x
Cheng J (2019) Dynamic relationality toward congruence: a symbiotic solution to cross-cultural negotiations. Int J Confl Manag 30(5):657–679. https://doi.org/10.1108/IJCMA-03-2019-0050
Cheng J, Wu Z, Su Y (2015) From relationality and behavioral dynamics to dynamic relationality: a new perspective on cross-cultural negotiations. In: Camillo AA (ed) Global enterprise management: new perspectives on challenges and future developments, vol I. Palgrave Macmillan, New York, pp 171–187
Cheng J, Huang Y, Su Y (2017) Relationality in negotiations: a systematic review and propositions for future research. Int J Confl Manag 28(3):295–321. https://doi.org/10.1108/IJCMA-12-2015-0091
Cheng J, Huang Y, Su Y (2018) Culturally varied relationality in buyer–supplier negotiations: a multi-session simulation. Int J Confl Manag 29(1):47–69. https://doi.org/10.1108/IJCMA-03-2017-0018
Cook WL, Kenny DA (2005) The actor–partner interdependence model: a model of bidirectional effects in developmental studies. Int J Behav Dev 29(2):101–109. https://doi.org/10.1080/01650250444000405
Curhan JR, Elfenbein HA, Xu H (2006) What do people value when they negotiate? Mapping the domain of subjective value in negotiation. J Personal Soc Psychol 91(3):493–512. https://doi.org/10.1037/0022-3514.91.3.493
Curhan JR, Neale MA, Ross L, Rosencranz-Engelmann J (2008) Relational accommodation in negotiation: effects of egalitarianism and gender on economic efficiency and relational capital. Organ Behav Hum Decis Process 107(2):192–205. https://doi.org/10.1016/j.obhdp.2008.02.009
Curhan JR, Elfenbein HA, Eisenkraft N (2010) The objective value of subjective value: a multi-round negotiation study. J Appl Soc Psychol 40(3):690–709. https://doi.org/10.1111/j.1559-1816.2010.00593.x
De Clercq D, Sapienza HJ (2006) Effects of relational capital and commitment on venture capitalists’ perception of portfolio company performance. J Bus Ventur 21(3):326–347. https://doi.org/10.1016/j.jbusvent.2005.04.007
Drake L (2001) The culture-negotiation link: integrative and distributive bargaining through an intercultural communication lens. Hum Commun Res 27(3):317–349. https://doi.org/10.1111/j.1468-2958.2001.tb00784.x
Eriksson O (2002) Communication quality in the context of information systems and business processes. In: Liu K, Clarke RJ, Andersen PB, Stamper RK (eds) Coordination and communication using signs: studies in organisational semiotics 2. Kluwer Academic Publishers, Boston, pp 115–128
Flores F, Ludlow JJ (1980) Doing and speaking in the office. In: Fick G, Sprague RH (eds) Decision support systems: issues and challenges. Pergamon Press, New York, pp 95–118
Fowers BJ (2010) Instrumentalism and psychology: beyond using and being used. Theor Psychol 20(1):102–124. https://doi.org/10.1177/0959354309346080
Ganesan S (1993) Negotiation strategies and the nature of channel relationships. J Mark Res 30(2):183–203
Gelfand MJ, Major VS, Raver JL, Nishii LH, O’Brien K (2006) Negotiating relationally: the dynamics of the relational self in negotiations. Acad Manag Rev 31(2):427–451. https://doi.org/10.5465/amr.2006.20208689
Geyskens I, Steenkamp J-BEM, Scheer LK, Kumar N (1996) The effects of trust and interdependence on relationship commitment: a trans-Atlantic study. Int J Res Mark 13(4):303–317. https://doi.org/10.1016/S0167-8116(96)00006-7
Gonzalez R, Griffin D (1999) The correlational analysis of dyad-level data in the distinguishable case. Pers Relatsh 6(4):449–469. https://doi.org/10.1111/j.1475-6811.1999.tb00203.x
Graham JL (1983) Brazilian, Japanese, and American business negotiations. J Int Bus Stud 14(1):47–61
Graham JL, Kim DK, Lin C-Y, Robinson M (1988) Buyer-seller negotiations around the Pacific Rim: differences in fundamental exchange processes. J Consum Res 15(1):48–54
Graham JL, Mintu AT, Rodgers W (1994) Explorations of negotiation behaviors in ten foreign cultures using a model developed in the United States. Manag Sci 40(1):72–95. https://doi.org/10.1287/mnsc.40.1.72
Greenhalgh L (1987) Relationships in negotiations. Negot J 3(3):235–243. https://doi.org/10.1111/j.1571-9979.1987.tb00418.x
Greenhalgh L, Chapman DI (1995) Joint decision making: the inseparability of relationships and negotiation. In: Kramer RM, Messick DM (eds) Negotiation as a social process. Sage, Thousand Oaks, pp 166–185
Greenhalgh L, Chapman DI (1998) Negotiator relationships: construct measurement, and demonstration of their impact on the process and outcomes of negotiation. Group Decis Negot 7(6):465–489. https://doi.org/10.1023/A:1008694307035
Habermas J (1984) The theory of communicative action: reason and the rationalization of society. Beacon Press, Boston
Hall ET (1976) Beyond culture. Anchor Books/Doubleday, New York
Han YL, Zhang ZX, Wang M (2010) The path to integrative agreements: the role of motivational commitment and information sharing quality in negotiation process. Acta Psychol Sin 42(2):288–303
Herbst U, Schwarz S (2011) How valid is negotiation research based on student sample groups? New insights into a long-standing controversy. Negot J 27(2):147–170. https://doi.org/10.1111/j.1571-9979.2011.00300.x
Ingerson M-C, DeTienne KB, Liljenquist KA (2015) Beyond instrumentalism: a relational approach to negotiation. Negot J 31(1):31–46. https://doi.org/10.1111/nejo.12078
Kashy DA, Kenny DA (2000) The analysis of data from dyads and groups. In: Reis HT, Judd CM (eds) Handbook of research methods in social and personality psychology. Cambridge University Press, New York, pp 451–477
Kemp KE, Smith WP (1994) Information exchange, toughness, and integrative bargaining: the roles of explicit cues and perspective-taking. Int J Confl Manag 5(1):5–21. https://doi.org/10.1108/eb022734
Kenny DA (1995) The effect of nonindependence on significance testing in dyadic research. Pers Relatsh 2(1):67–75. https://doi.org/10.1111/j.1475-6811.1995.tb00078.x
Kenny DA, Ledermann T (2010) Detecting, measuring, and testing dyadic patterns in the actor–partner interdependence model. J Fam Psychol 24(3):359–366. https://doi.org/10.1037/a0019651
Kimmel MJ, Dean GP, Magenau JM, Konar-Goldband E, Carnevale PJD (1980) Effects of trust, aspiration, and gender on negotiation tactics. J Personal Soc Psychol 38(1):9–22. https://doi.org/10.1037/0022-3514.38.1.9
Kurtzberg T, Medvec VH (1999) Can we negotiate and still be friends? Negot J 15(4):355–361. https://doi.org/10.1111/j.1571-9979.1999.tb00733.x
Ledermann T, Bodenmann G (2006) Moderator- und Mediatoreffekte bei dyadischen Daten: Zwei Erweiterungen des Akteur-Partner-Interdependenz-Modells [Moderator and mediator effects in dyadic research: two extensions of the actor–partner interdependence model]. Zeitschrift für Sozialpsychologie 37(1):27–40. https://doi.org/10.1024/0044-3514.37.1.27
Ledermann T, Macho S, Kenny DA (2011) Assessing mediation in dyadic data using the actor–partner interdependence model. Struct Equ Model 18(4):595–612. https://doi.org/10.1080/10705511.2011.607099
Ledgerwood A, Shrout PE (2011) The trade-off between accuracy and precision in latent variable models of mediation processes. J Personal Soc Psychol 101(6):1174–1188. https://doi.org/10.1037/a0024776
Liu LA, Chua CH, Stahl GK (2010) Quality of communication experience: definition, measurement, and implications for intercultural negotiations. J Appl Psychol 95(3):469–487. https://doi.org/10.1037/a0019094
Macho S, Ledermann T (2011) Estimating, testing, and comparing specific effects in structural equation models: the phantom model approach. Psychol Methods 16(1):34–43. https://doi.org/10.1037/a0021763
MacKinnon DP, Krull JL, Lockwood CM (2000) Equivalence of the mediation, confounding and suppression effect. Prev Sci 1(4):173–181
Meehan J, Wright GH (2012) The origins of power in buyer–seller relationships. Ind Mark Manag 41(4):669–679. https://doi.org/10.1016/j.indmarman.2011.09.015
Mohr JJ, Sohi RS (1995) Communication flows in distribution channels: impact on assessments of communication quality and satisfaction. J Retail 71(4):393–415. https://doi.org/10.1016/0022-4359(95)90020-9
Monga A, Zhu R (2005) Buyers versus sellers: how they differ in their responses to framed outcomes. J Consum Psychol 15(4):325–333. https://doi.org/10.1207/s15327663jcp1504_7
Montgomery BM (1981) The form and function of quality communication in marriage. Fam Relat 30(1):21–30. https://doi.org/10.2307/584231
Montmarquette C, Rullière J-L, Villeval M-C, Zeiliger R (2004) Redesigning teams and incentives in a merger: an experiment with managers and students. Manag Sci 50(10):1379–1389. https://doi.org/10.1287/mnsc.1040.0280
Morris CW (1938) Foundations of the theory of signs. In: International encyclopedia of unified science, vol I. University of Chicago Press, Chicago
Narayandas D, Rangan VK (2004) Building and sustaining buyer-seller relationships in mature industrial markets. J Mark 68(3):63–77. https://doi.org/10.1509/jmkg.68.3.63.34772
Neale MA, Bazerman MH (1992) Negotiating rationally: the power and impact of the negotiator’s frame. Acad Manag Exec 6(3):42–51
Neale MA, Huber VL, Northcraft GB (1987) The framing of negotiations: contextual versus task frames. Organ Behav Hum Decis Process 39(2):228–241. https://doi.org/10.1016/0749-5978(87)90039-2
Nevitt J, Hancock GR (2004) Evaluating small sample approaches for model test statistics in structural equation modeling. Multivar Behav Res 39(3):439–478. https://doi.org/10.1207/S15327906MBR3903_3
O’Connor KM, Arnold JA (2001) Distributive spirals: negotiation impasses and the moderating role of disputant self-efficacy. Organ Behav Hum Decis Proces 84(1):148–176. https://doi.org/10.1006/obhd.2000.2923
O’Connor KM, Arnold JA, Burris ER (2005) Negotiators’ bargaining histories and their effects on future negotiation performance. J Appl Psychol 90(2):350–362. https://doi.org/10.1037/0021-9010.90.2.350
Oikawa N, Tanner JF Jr (1992) The influence of Japanese culture on business relationships and negotiations. J Serv Mark 6(3):67–74. https://doi.org/10.1108/08876049210035962
Overbeck JR, Neale MA, Govan CL (2010) I feel, therefore you act: intrapersonal and interpersonal effects of emotion on negotiation as a function of social power. Organ Behav Hum Decis Process 112(2):126–139. https://doi.org/10.1016/j.obhdp.2010.02.004
Paese PW, Gilin DA (2000) When an adversary is caught telling the truth: reciprocal cooperation versus self-interest in distributive bargaining. Personal Soc Psychol Bull 26(1):79–90. https://doi.org/10.1177/0146167200261008
Parks CD, Henager RF, Scamahorn SD (1996) Trust and reactions to messages of intent in social dilemmas. J Confl Resolut 40(1):134–151. https://doi.org/10.1177/0022002796040001007
Pesendorfer E-M, Koeszegi S (2007) Social embeddedness in electronic negotiations. Group Decis Negot 16(4):399–415. https://doi.org/10.1007/s10726-006-9057-3
Pruitt DG (1981) Negotiation behavior. Academic Press, New York
Ramirez-Marin JY, Brett JM (2011) Relational construal in negotiation: propositions and examples from Latin and Anglo cultures. Int Negot 16(3):383–404. https://doi.org/10.1163/157180611X592923
Rubin JZ, Brown BR (1975) The social psychology of bargaining and negotiation. Academic Press, New York
Schei V, Rognes JK, Mykland S (2006) Thinking deeply may sometimes help: cognitive motivation and role effects in negotiation. Appl Psychol 55(1):73–90. https://doi.org/10.1111/j.1464-0597.2006.00240.x
Schei V, Rognes JK, Shapiro DL (2010) Can individualists and cooperators play together? The effect of mixed social motives in negotiations. J Exp Soc Psychol 47(2):371–377. https://doi.org/10.1016/j.jesp.2010.09.010
Schlegel K, Mehu M, van Peer JM, Scherer KR (2018) Sense and sensibility: the role of cognitive and emotional intelligence in negotiation. J Res Personal 74:6–15. https://doi.org/10.1016/j.jrp.2017.12.003
Schoop M (2001) An introduction to the language-action perspective. SIGGROUP Bull 22(2):3–8. https://doi.org/10.1145/605676.605677
Schoop M (2010) Support of complex electronic negotiations. In: Kilgour DM, Eden C (eds) Handbook of group decision and negotiation. Springer Netherlands, Dordrecht, pp 409–423. https://doi.org/10.1007/978-90-481-9097-3_24
Schoop M, Jertila A, List T (2003) Negoisst: a negotiation support system for electronic business-to-business negotiations in e-commerce. Data Knowl Eng 47(3):371–401. https://doi.org/10.1016/S0169-023X(03)00065-X
Schoop M, Köhne F, Ostertag K (2010) Communication quality in business negotiations. Group Decis Negot 19(2):193–209. https://doi.org/10.1007/s10726-008-9128-8
Searle JR (1969) Speech acts: an essay in the philosophy of language. Cambridge University Press, London
Thompson L (1990) Negotiation behavior and outcomes: empirical evidence and theoretical issues. Psychol Bull 108(3):515–532. https://doi.org/10.1037/0033-2909.108.3.515
Thompson LL (1991) Information exchange in negotiation. J Exp Soc Psychol 27(2):161–179. https://doi.org/10.1016/0022-1031(91)90020-7
Thompson L, Hastie R (1990) Social perception in negotiation. Organ Behav Hum Decis Process 47(1):98–123. https://doi.org/10.1016/0749-5978(90)90048-E
Thompson LL, Wang J, Gunia BC (2010) Negotiation. Annu Rev Psychol 61(1):491–515. https://doi.org/10.1146/annurev.psych.093008.100458
Turel O (2010) Interdependence issues in analyzing negotiation data. Group Decis Negot 19(2):111–125. https://doi.org/10.1007/s10726-008-9118-x
Van Kleef GA, De Dreu CKW (2010) Longer-term consequences of anger expression in negotiation: retaliation or spillover? J Exp Soc Psychol 46(5):753–760. https://doi.org/10.1016/j.jesp.2010.03.013
Varey RJ (1998) Relational orientation in management: re-visiting the concepts of relationship and communication. J Commun Manag 3(2):119–139. https://doi.org/10.1108/eb023489
Vetschera R (2016) Concessions dynamics in electronic negotiations: a cross-lagged regression analysis. Group Decis Negot 25(2):245–265. https://doi.org/10.1007/s10726-015-9441-y
Weigand H, Schoop M, de Moor A, Dignum F (2003) B2B negotiation support: the need for a communication perspective. Group Decis Negot 12(1):3–29. https://doi.org/10.1023/a:1022294708789
Weingart LR, Thompson LL, Bazerman MH, Carroll JS (1990) Tactical behavior and negotiation outcomes. Int J Confl Manag 1(1):7–31. https://doi.org/10.1108/eb022670
Yao J, Zhang ZX, Brett JM (2017) Understanding trust development in negotiations: an interdependent approach. J Organ Behav 38(5):712–729. https://doi.org/10.1002/job.2160
Zerres A, Hüffmeier J, Freund PA, Backhaus K, Hertel G (2013) Does it take two to tango? Longitudinal effects of unilateral and bilateral integrative negotiation training. J Appl Psychol 98(3):478–491. https://doi.org/10.1037/a0032255
Zhang Z, Zhang M (2014) Salespersons’ guanxi orientation, communication, and manifest conflict: an empirical study in China. Psychol Mark 31(9):786–800. https://doi.org/10.1002/mar.20734
Author information
Authors and Affiliations
Corresponding author
Ethics declarations
Conflict of interest
The author declares no conflict of interest.
Additional information
Publisher's Note
Springer Nature remains neutral with regard to jurisdictional claims in published maps and institutional affiliations.
Rights and permissions
About this article
Cite this article
Cheng, J. Bidirectional Relationship Progression in Buyer–Seller Negotiations: Evidence from South Korea. Group Decis Negot 29, 293–320 (2020). https://doi.org/10.1007/s10726-020-09657-3
Published:
Issue Date:
DOI: https://doi.org/10.1007/s10726-020-09657-3