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Negotiator Relationships: Construct Measurement, and Demonstration of Their Impact on the Process and Outcomes of Negotiation

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Abstract

The study of negotiations is giving increasing attention to relationships between the negotiating parties. This study describes the development of a multidimensional index to measure the strength of the various facets of relationships. Results from a laboratory study that used this instrument show that cohesive relationships encourage information-sharing and discourage use of coercive tactics, both of which have direct or indirect effects on the attainment of integrative outcomes, negative affect, and the negotiators' ongoing relationship.

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  1. The Amos Tuck School of Business Administration, Dartmouth College, Hanover, NH, 03755, USA

    Leonard Greenhalgh & Deborah I. Chapman

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Greenhalgh, L., Chapman, D.I. Negotiator Relationships: Construct Measurement, and Demonstration of Their Impact on the Process and Outcomes of Negotiation. Group Decision and Negotiation 7, 465–489 (1998). https://doi.org/10.1023/A:1008694307035

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