Artikel Jurnal
Negotiating relationally: the dynamics of the relational self in negotiations
Pengarang:
Gelfand, Michele J. - ; Major, Virginia Smith - ; Raver, Jana L. - ; Nishii, Lisa H. - ; O\'Brien, Karen -
Deskripsi
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.Printed Journal