Improving and Worsening Sequences Shape Negotiators' Relationship
28 Pages Posted: 11 Nov 2008
Date Written: November 9, 2008
Across 2 experiments, the authors examined how improving or worsening sequences of outcomes and social motivation shape the relationship between negotiators. In study 1, using a questionnaire, participants evaluated increasing sequences as more beneficial to negotiators' relationship than decreasing sequences. In study 2, participants performed five negotiations in which the sequence of possible outcomes were either increasing or decreasing. Consistent with the authors' hypotheses, a display of increasing sequences is perceived as more beneficial to the negotiators' relationship when compared to decreasing sequences (Experiment 1). Moreover, prosocially motivated people reported an improving relationship regardless of the sequence, while proself motivated people reported a worsening relationship when facing a decreasing sequence (Experiment 2). These findings suggest that the relationship between negotiators depends on the sequence of outcomes and the social motivation. Implications for conflict resolution and negotiation over time are discussed.
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