Negotiating Rationally: The Dynamics of the Relational-Self in Negotiations

Abstract

In this article we advance a distinctly relational view of negotiation. We delineate the conditions through which relational self-construals (RSC) become accessible in negotiations and the conditions that inhibit their use, and we illustrate mechanisms through which RSC affects negotiation processes and outcomes. We introduce four relational dynamics - arelational trading, relational satisficing, relational distancing, and relational integrating - and discuss their consequences for the accumulation of economic and relational capital in negotiation.