Breaking the bonds of reciprocity in negotiations

• 成果类型: Article
• 署名作者: Brett, JM; Shapiro, DL; Lytle, AL
• 署名单位: Northwestern University; University of North Carolina; University of North Carolina Chapel Hill; Hong Kong University of Science & Technology
• 刊物名称: ACADEMY OF MANAGEMENT JOURNAL
• ISSN/ISSBN: 0001-4273
• DOI: 10.5465/257081
• 发表日期: 1998
• 页码: 410-424
• 关键词: self-disclosure; satisfaction; exchange

摘要

We tested hypotheses concerning the effectiveness of three strategies for breaking conflict spirals in negotiations. We also investigated the relationship between out comes and the relative frequency of reciprocated contentious communications. Results confirmed the hypotheses, showing that extreme distributive outcomes are related to the relative frequency of reciprocated contentious communications and that conflict spirals can be stopped by various communication strategies. Theoretical and practical implications for managing contentious negotiations are discussed.