Project Management

Relational Orientation Of Negotiators: A Study Of The Effects On Negotiation Outcomes In Dyadic Negotiations

Date Added: Oct 2010
Format: PDF

This paper investigates how negotiators' relational orientation, operationalised by their Relational Self-Construal (RSC), and their relationship strength affect negotiation outcomes in dyadic negotiations. To measure this effect, participants are purposely assigned to dyads, according to their levels of relational orientation (high, low or mixed), and report on their relationship strength. They perform a simulated price negotiation exercise, with a buyer and seller condition, resulting in individual and joint economic outcomes and subjective value outcomes.