Friendly Threats? The Linking of Threats and Promises in Negotiation

10 Pages Posted: 6 Jun 2005

See all articles by Anne L. Lytle

Anne L. Lytle

Melbourne Business School - University of Melbourne

Shirli Kopelman

University of Michigan, Stephen M. Ross School of Business

Date Written: June 1, 2005

Abstract

The strategic use of threats in negotiations does not always result in the intended outcome for the threatener. While the threatener may seek to highlight his or her power for the purpose of influencing the behaviour of the target, and subsequently improving his or her negotiated outcome, threats may backfire. If threats incite anger or contentious tactics, potentially resulting in a conflict spiral, or simply reduce cooperativeness and increase competitiveness, threats can result in increased impasse rates and decreased joint outcomes (Neale and Northcraft, 1991; Schelling, 1960). The purpose of this study is to explore two types of threat characteristics, emotional style of threat delivery and the linking of specific positive consequences to threat content, and their impact on negotiation outcomes and perceptions of fairness and satisfaction.

Keywords: threats, promises, emotions

Suggested Citation

Lytle, Anne Louise and Kopelman, Shirli, Friendly Threats? The Linking of Threats and Promises in Negotiation (June 1, 2005). IACM 18th Annual Conference. Available at SSRN: https://ssrn.com/abstract=735048 or http://dx.doi.org/10.2139/ssrn.735048

Anne Louise Lytle (Contact Author)

Melbourne Business School - University of Melbourne ( email )

200 Leicester Street
Carlton, VIC 3053
Australia
+614-402-336-723 (Phone)
+612-9904-4646 (Fax)

Shirli Kopelman

University of Michigan, Stephen M. Ross School of Business ( email )

701 Tappan Street
Ann Arbor, MI MI 48109
United States

HOME PAGE: http://www.shirlikopelman.com

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