Show simple item record

dc.contributor.authorGelfand, Michelle J.
dc.contributor.authorSmith Major, Virginia
dc.contributor.authorRaver, Jana L.
dc.contributor.authorNishii, Lisa Hisae
dc.contributor.authorO'Brien, Karen
dc.date.accessioned2020-11-17T17:27:11Z
dc.date.available2020-11-17T17:27:11Z
dc.date.issued2006-01-01
dc.identifier.other11063967
dc.identifier.urihttps://hdl.handle.net/1813/75880
dc.description.abstractIn 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.
dc.language.isoen_US
dc.rightsRequired Publisher Statement: © Academy of Management. Reprinted with permission. All rights reserved.
dc.subjectnegotiation
dc.subjectrelational self-construals
dc.subjectprocesses
dc.subjectoutcomes
dc.titleNegotiating Rationally: The Dynamics of the Relational-Self in Negotiations
dc.typearticle
dc.description.legacydownloadsNishii15_Negtotiating_Rationally.pdf: 324 downloads, before Oct. 1, 2020.
local.authorAffiliationGelfand, Michelle J.: University of Maryland
local.authorAffiliationSmith Major, Virginia: Miller Consultants, Inc.
local.authorAffiliationRaver, Jana L.: Queen's University
local.authorAffiliationNishii, Lisa Hisae: lhn5@cornell.edu Cornell University
local.authorAffiliationO'Brien, Karen: University of Maryland


Files in this item

Thumbnail

This item appears in the following Collection(s)

Show simple item record

Statistics