Dyad integrative behavior and negotiation outcomes
Conflict Resolution Quarterly
The study's goal was to examine the relationship between dyad integrative behavior and the frequency and quality of negotiated outcomes: achieving a negotiated agreement (“getting to yes”), the quality of the agreement and the parties' satisfaction with the deal reached. We hypothesized that integrative behavior mediated the relationship between dyad personal characteristics and negotiation outcomes after controlling for negotiation skill. Data were collected from 134 MBA dyads. We found that dyad integrative behavior predicted arriving at a negotiated agreement, satisfaction with outcomes and the creativity, practicality, and quality of agreements. Integrative behavior mediated the relationship between dyad personal characteristics (homogeneity in gender, country of origin, conscientiousness, agreeableness, and competing preference) and some negotiation outcomes. In conclusion, as a social exchange, negotiation is largely successful to the extent that negotiators demonstrate behavior that is fair, straightforward and rational. The study contributes to the evidence of the predictive power of dyad integrative behavior on negotiation outcomes.
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Stephen J. McGuire, Peter Reilly, Yang Zhang & Veena P. Prabhu,
Dyad integrative behavior and negotiation outcomes,
Conflict Resol. Q.
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