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...

We develop and test a theoretical framework for understanding how cognitive and affective processes (cognitive and affective integration) influence the way in which disagreements (task and process) among group members affect their performance (individual and group level performance). We use this...

Negotiating groups composed of 4 members with different social motives were examined to determine the impact of social motive composition on negotiation behavior. Theories of negotiation, experimental games, and group altruism were used to develop hypotheses regarding how social motive...

Individualistically-oriented negotiators do worse than cooperatively-oriented negotiators, even when they are engaging in similar behaviors. This paper proposes and test hypotheses about negotiators' motivations and their behaviors in a repeated measures design. Individualistic negotiators...

Social motives influence negotiators’ actions and reactions. In this study we propose and test hypotheses about the relationships between negotiators’ motives, their persistence in use of integrative and distributive strategies, and individual outcomes in four-person mixed-motive...