Flattery May Get You Somewhere: The Strategic Implications of Providing Positive vs. Negative Feedback About Ability vs. Ethicality in Negotiation

Posted: 20 Jul 2006

See all articles by Peter H. Kim

Peter H. Kim

University of Southern California - Marshall School of Business

Kristina A. Diekmann

University of Utah - Department of Management

Ann E. Tenbrunsel

University of Notre Dame - Department of Management & Administration Sciences

Abstract

Two studies were conducted to examine the strategic implications of providing positive vs. negative feedback about ability vs. ethicality to one's negotiating partner. Results indicate that negotiators were least competitive and achieved the worst individual performance when they received negative-ability feedback, were most honest when they received negative-ethicality feedback, and were most cooperative when they received positive-ethicality feedback. Causal modeling revealed that the effects of feedback on recipients' cooperativeness and individual performance were mediated by recipients' self-perceptions.

Keywords: negotiation, feedback, ability, ethicality

Suggested Citation

Kim, Peter H. and Diekmann, Kristina A. and Tenbrunsel, Ann E., Flattery May Get You Somewhere: The Strategic Implications of Providing Positive vs. Negative Feedback About Ability vs. Ethicality in Negotiation. Organizational Behavior and Human Decision Processes, Vol. 90, No. 2, pp. 225-243, 2003, Available at SSRN: https://ssrn.com/abstract=918101

Peter H. Kim (Contact Author)

University of Southern California - Marshall School of Business ( email )

701 Exposition Blvd
Los Angeles, CA California 90089
United States

Kristina A. Diekmann

University of Utah - Department of Management ( email )

1645 E Campus Center Dr
Salt Lake City, UT 84112
United States
801-581-8524 (Phone)
801-581-7214 (Fax)

Ann E. Tenbrunsel

University of Notre Dame - Department of Management & Administration Sciences ( email )

Notre Dame, IN 46556-0399
United States
219-631-7402 (Phone)

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