Negotiating relationally: The dynamics of the relational self in negotiations

• 成果类型: Review
• 署名作者: Gelfand, MJ; Major, VS; Raver, JL; Nishii, LH; O'Brien, K
• 署名单位: University System of Maryland; University of Maryland College Park; Queens University - Canada; Cornell University
• 刊物名称: ACADEMY OF MANAGEMENT REVIEW
• ISSN/ISSBN: 0363-7425
• DOI: 10.5465/AMR.2006.20208689
• 发表日期: 2006
• 页码: 427-451
• 关键词: perspective-taking; gender-differences; REGULATORY FOCUS; CONFLICT; goal; perception; BEHAVIOR; fit; COMMUNICATION; INFORMATION

摘要

In this article we advance a distinctly relational view of negotiation. We delineate the conditions through which relational self-construals (RSC) become accessible in negotiations and the conditions that inhibit their use, and we illustrate mechanisms through which RSC affects negotiation processes and outcomes. We introduce four relational dynamics-arelational trading, relational satisficing, relational distancing, and relational integrating-and discuss their consequences for the accumulation of economic and relational capital in negotiation.