Dyad integrative behavior and negotiation outcomes
The study's goal was to examine the relationship between dyad integrative behavior and the frequency and quality of negotiated outcomes: achieving a negotiated agreement ("getting to yes"), the quality of the agreement and the parties' satisfaction with the deal reached. We hypot...
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| Veröffentlicht in: | Conflict resolution quarterly 2022-03, Vol.39 (3), p.295-314 |
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| container_end_page | 314 |
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| container_issue | 3 |
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| container_title | Conflict resolution quarterly |
| container_volume | 39 |
| creator | McGuire, Stephen J. J. Reilly, Peter R. Zhang, Yang Prabhu, Veena P. |
| description | The study's goal was to examine the relationship between dyad integrative behavior and the frequency and quality of negotiated outcomes: achieving a negotiated agreement ("getting to yes"), the quality of the agreement and the parties' satisfaction with the deal reached. We hypothesized that integrative behavior mediated the relationship between dyad personal characteristics and negotiation outcomes after controlling for negotiation skill. Data wascollected from 134 MBA dyads. We found that dyad integrative behavior predicted arriving at a negotiated agreement, satisfaction with outcomes and the creativity, practicality, and quality of agreements. Integrative behavior mediated the relationship between dyad personal characteristics (homogeneity in gender, country of origin, conscientiousness, agreeableness, and competing preference) and some negotiation outcomes. In conclusion, as a social exchange, negotiation is largely successful to the extent that negotiators demonstrate behavior that is fair, straightforward and rational. The study contributes to the evidence of the predictive power of dyad integrative behavior on negotiation outcomes. |
| doi_str_mv | 10.1002/crq.21332 |
| format | Article |
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Integrative behavior mediated the relationship between dyad personal characteristics (homogeneity in gender, country of origin, conscientiousness, agreeableness, and competing preference) and some negotiation outcomes. In conclusion, as a social exchange, negotiation is largely successful to the extent that negotiators demonstrate behavior that is fair, straightforward and rational. 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Integrative behavior mediated the relationship between dyad personal characteristics (homogeneity in gender, country of origin, conscientiousness, agreeableness, and competing preference) and some negotiation outcomes. In conclusion, as a social exchange, negotiation is largely successful to the extent that negotiators demonstrate behavior that is fair, straightforward and rational. The study contributes to the evidence of the predictive power of dyad integrative behavior on negotiation outcomes.</description><subject>Agreeableness</subject><subject>Agreements</subject><subject>Behavior</subject><subject>Conflict management</subject><subject>Conscientiousness</subject><subject>Country of origin</subject><subject>Creativity</subject><subject>Dyads</subject><subject>Homogeneity</subject><subject>Mediation</subject><subject>Negotiation</subject><subject>Personal characteristics</subject><subject>Psychological aspects</subject><subject>Satisfaction</subject><subject>Social exchange</subject><subject>Social exchange theory</subject><issn>1536-5581</issn><issn>1541-1508</issn><fulltext>true</fulltext><rsrctype>article</rsrctype><creationdate>2022</creationdate><recordtype>article</recordtype><sourceid>7TQ</sourceid><recordid>eNp1kE9PAjEQxRujiYge_AabePKw0M60ZTka_IOJidHouSm7s0sJbKFdMHx7F1aOnmYy7_feJI-xW8EHgnMY5mEzAIEIZ6wnlBSpUDw7P-yoU6UyccmuYlxwLsZcQY_B494WiasbqoJt3I6SGc3tzvmQ2LpIaqp841rB14nfNrlfUbxmF6VdRrr5m332_fz0NZmmb-8vr5OHtzRHDZASyrK0SBmNxygsFhLIaiRSWqKk9qAUQik0gc1nswJKXZCUkGmRFbrV--yuy10Hv9lSbMzCb0PdvjSgccTHIz5SLXXfUXnwMQYqzTq4lQ17I7g5VGLaSsyxkpYdduyPW9L-f9BMPj9OjmnnCCvXGFu5uG5MJBvyuXF16Y9nHypTeHfIQRT6hAEH4AiKawlK4C9KTnrT</recordid><startdate>20220301</startdate><enddate>20220301</enddate><creator>McGuire, Stephen J. 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| identifier | ISSN: 1536-5581 |
| ispartof | Conflict resolution quarterly, 2022-03, Vol.39 (3), p.295-314 |
| issn | 1536-5581 1541-1508 |
| language | eng |
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| source | PAIS Index; Business Source Complete; Wiley Blackwell Journals |
| subjects | Agreeableness Agreements Behavior Conflict management Conscientiousness Country of origin Creativity Dyads Homogeneity Mediation Negotiation Personal characteristics Psychological aspects Satisfaction Social exchange Social exchange theory |
| title | Dyad integrative behavior and negotiation outcomes |
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