In three experiments, we examined how people negotiate on behalf of a constituency in which opposing factions send different signals. Participants negotiated as sellers on behalf of a group consisting of factions that favored either a cooperative or a competitive negotiation. Experiment 1 (N =...

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...

This study's objective is to approach bullying as an asymmetric and relational conflict. In other words, a conflict where there is a great power imbalance between the affected parties, and where emotional and relational problems exist. First, we analyse the link between relational conflict and...

Because task conflict is usually positively related with relationship conflict, recent conflict research has addressed the next question: how can the team or work units benefit from productive conflict (task conflict) without stimulating destructive conflict (relationship conflict)?. Building on...

Theory and research on negotiation has been traditionally focused on conflicts within the same level of hierarchy, paying little attention to supervisor- subordinate conflict. Based on previous literature and focusing on supervisor-subordinate relationship, the present study has a two-fold...