Dyad integrative behavior and negotiation outcomes

Document Type

Article

Publication Date

12-2021

Journal Title

Conflict Resolution Quarterly

ISSN

1541-1508

DOI

10.1002/crq.21332

Abstract

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.

First Page

1

Last Page

20

Num Pages

20

Publisher

Wiley

Notes

This article was uploaded to repository while published in "Early View" before inclusion in an issue.

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