Researchers long have assumed that negotiators give priority to economic outcomes over relational outcomes such as satisfaction with negotiation process and desire for future interactions with the counterpart. However the relational structure of a negotiation may be more or less attended to...

The present paper builds on social comparison theory and the motivated information processing model to explain negotiation behavior and outcomes in two different economic contexts: for better or for worse. Across two experiments (scenario and repeated negotiations) results show that negotiating...

Across 2 experiments, the authors examined how improving or worsening sequences of outcomes and social motivation shape the relationship between negotiators. In study 1, using a questionnaire, participants evaluated increasing sequences as more beneficial to negotiators' relationship than...

Although constituencies often consist of opposing factions, we know little about the way such opposing factions influence the representative's negotiation strategy. This study addressed this issue: Representatives negotiated as sellers on behalf of a group consisting of hawkish (competitive) and...