When are Integrative Tactics More Effective?: The Moderating Effects of Moral Identity and the Use of Distributive Tactics
30 Pages Posted: 8 Oct 2009 Last revised: 4 Nov 2009
Date Written: June 15, 2009
Abstract
This study investigates when integrative tactics are more effective to generate higher joint outcomes. We test whether (1) moral identity of negotiators and (2) the concurrent use of distributive tactics increase the effectiveness of integrative tactics on joint outcomes. The results show that negotiators with high moral identity achieved higher joint outcome by using integrative tactics more effectively even though (not by using it more often). In addition, the positive effects of integrative tactics on joint outcomes increase as two parties employ distributive tactics as along with integrative tactics rather than integrative tactics alone.
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