Interpersonal Comparison for Better or for Worse: The Effects of Social Motivation in Negotiations Over Time

20 Pages Posted: 23 May 2010

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

Abstract

The present paper builds on social comparison theory and the motivated information processing model to explain negotiation behavior and outcomes in two different economic contexts: for better or for worse. Across two experiments (scenario and repeated negotiations) results show that negotiating for better or worse determines negotiator’s satisfaction and relational concerns while fairness perceptions and trust are built upon the basis of social comparison processes. Moreover, results show that social motivation is a moderator of these relationships.

Suggested Citation

Ramirez-Marin, Jimena Y. and Medina Díaz, Francisco José and Steinel, Wolfgang, Interpersonal Comparison for Better or for Worse: The Effects of Social Motivation in Negotiations Over Time. IACM 23rd Annual Conference Paper, Available at SSRN: https://ssrn.com/abstract=1612887 or http://dx.doi.org/10.2139/ssrn.1612887

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

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