Breaking the bonds of reciprocity in negotiations

被引：169

作者：

Brett, JM ^{[1
]}

Shapiro, DL

Lytle, AL

机构：

[1] Northwestern Univ, Evanston, IL 60208 USA

[2] Univ N Carolina, Chapel Hill, NC 27515 USA

[3] Hong Kong Univ Sci & Technol, Hong Kong, Peoples R China

来源：

ACADEMY OF MANAGEMENT JOURNAL | 1998年 / 41卷 / 04期

关键词：

D O I：

10.5465/257081

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

We tested hypotheses concerning the effectiveness of three strategies for breaking conflict spirals in negotiations. We also investigated the relationship between out comes and the relative frequency of reciprocated contentious communications. Results confirmed the hypotheses, showing that extreme distributive outcomes are related to the relative frequency of reciprocated contentious communications and that conflict spirals can be stopped by various communication strategies. Theoretical and practical implications for managing contentious negotiations are discussed.

引用

页码：410 / 424

页数：15

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