Improving and Worsening Sequences Shape Negotiators' Relationship

28 Pages Posted: 11 Nov 2008

See all articles by Jimena Y. Ramirez-Marin

Jimena Y. Ramirez-Marin

University of Seville

Francisco J. Medina

University of Seville - Department of Social Psychology

Wolfgang Steinel

Leiden University - Social and Organizational Psychology

Date Written: November 9, 2008

Abstract

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.

Suggested Citation

Ramirez-Marin, Jimena Y. and Medina Díaz, Francisco José and Steinel, Wolfgang, Improving and Worsening Sequences Shape Negotiators' Relationship (November 9, 2008). IACM 21st Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1298618 or http://dx.doi.org/10.2139/ssrn.1298618

Jimena Y. Ramirez-Marin (Contact Author)

University of Seville ( email )

Avda. del Cid s/n
Sevilla, Sevilla 41004
Spain

Francisco José Medina Díaz

University of Seville - Department of Social Psychology ( email )

Camilo Jose Cela s/n
Sevilla, 41018
Spain

Wolfgang Steinel

Leiden University - Social and Organizational Psychology ( email )

Leiden, 2300 RA
Netherlands

Here is the Coronavirus
related research on SSRN

Paper statistics

Downloads
44
Abstract Views
830
PlumX Metrics