Interpersonal Comparison for Better or for Worse: The Effects of Social Motivation in Negotiations Over Time
20 Pages Posted: 23 May 2010
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.
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