Negotiating Rationally: The Dynamics of the Relational-Self in Negotiations
Gelfand, Michelle J.; Smith Major, Virginia; Raver, Jana L.; Nishii, Lisa Hisae; O'Brien, Karen
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.
negotiation; relational self-construals; processes; outcomes
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