Accounting for reciprocity in negotiation and social exchange
People generally adhere to the norm of reciprocity during both tacit and negotiated exchange. Emotional responses generated from profitable and unprofitable exchange facilitate the formation of motives to settle scores with others. In two studies we examine how exchange incidents trigger positive an...
| Main Authors: | , , , |
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| Format: | Article |
| Language: | English |
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Cambridge University Press
2015-11-01
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| Series: | Judgment and Decision Making |
| Subjects: | |
| Online Access: | https://www.cambridge.org/core/product/identifier/S1930297500007014/type/journal_article |
| _version_ | 1797701756758523904 |
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| author | Alexandra A. Mislin Peter A. Boumgarden Daisung Jang William P. Bottom |
| author_facet | Alexandra A. Mislin Peter A. Boumgarden Daisung Jang William P. Bottom |
| author_sort | Alexandra A. Mislin |
| collection | DOAJ |
| description | People generally adhere to the norm of reciprocity during both tacit and negotiated exchange. Emotional responses generated from profitable and unprofitable exchange facilitate the formation of motives to settle scores with others. In two studies we examine how exchange incidents trigger positive and negative emotional responses, bargaining behavior, and process. In Study 1, we developed measures of emotional response toward the counterpart that can index the state of relational accounts between parties. In a complex, multi-issue negotiation, The measures show that prior profitable or unprofitable exchange experiences shifted affect and individual social motives, as well as initial bargaining positions. In Study 2, shifts in relational accounts altered the bargaining process and subsequent implementation of agreements. The relational accounting concept represents an important link for understanding how negotiation functions as a sub-process in the wider stream of social exchange. |
| first_indexed | 2024-03-12T04:40:19Z |
| format | Article |
| id | doaj.art-b2ec6f897e724076badbda033f104daa |
| institution | Directory Open Access Journal |
| issn | 1930-2975 |
| language | English |
| last_indexed | 2024-03-12T04:40:19Z |
| publishDate | 2015-11-01 |
| publisher | Cambridge University Press |
| record_format | Article |
| series | Judgment and Decision Making |
| spelling | doaj.art-b2ec6f897e724076badbda033f104daa2023-09-03T09:45:41ZengCambridge University PressJudgment and Decision Making1930-29752015-11-011057158910.1017/S1930297500007014Accounting for reciprocity in negotiation and social exchangeAlexandra A. Mislin0Peter A. Boumgarden1Daisung Jang2William P. BottomAmerican University, Kogod School of BusinessHope College, Department of Economics and BusinessWashington University in St. Louis, Olin Business SchoolPeople generally adhere to the norm of reciprocity during both tacit and negotiated exchange. Emotional responses generated from profitable and unprofitable exchange facilitate the formation of motives to settle scores with others. In two studies we examine how exchange incidents trigger positive and negative emotional responses, bargaining behavior, and process. In Study 1, we developed measures of emotional response toward the counterpart that can index the state of relational accounts between parties. In a complex, multi-issue negotiation, The measures show that prior profitable or unprofitable exchange experiences shifted affect and individual social motives, as well as initial bargaining positions. In Study 2, shifts in relational accounts altered the bargaining process and subsequent implementation of agreements. The relational accounting concept represents an important link for understanding how negotiation functions as a sub-process in the wider stream of social exchange.https://www.cambridge.org/core/product/identifier/S1930297500007014/type/journal_articlenegotiationsocial motivesemotionsocial exchange |
| spellingShingle | Alexandra A. Mislin Peter A. Boumgarden Daisung Jang William P. Bottom Accounting for reciprocity in negotiation and social exchange Judgment and Decision Making negotiation social motives emotion social exchange |
| title | Accounting for reciprocity in negotiation and social exchange |
| title_full | Accounting for reciprocity in negotiation and social exchange |
| title_fullStr | Accounting for reciprocity in negotiation and social exchange |
| title_full_unstemmed | Accounting for reciprocity in negotiation and social exchange |
| title_short | Accounting for reciprocity in negotiation and social exchange |
| title_sort | accounting for reciprocity in negotiation and social exchange |
| topic | negotiation social motives emotion social exchange |
| url | https://www.cambridge.org/core/product/identifier/S1930297500007014/type/journal_article |
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