A Phasic Analysis of Strategy Sequences and Their Mediating Effects on Interaction Goals and Negotiation Outcomes. (June 2013)

• Record Type: Journal Article
• Authors: Liu, Meina
• Is Part Of: Communication research. Volume 40:Number 3(2013:Jun.)
• Page Start: 337
• Page End: 359
• Publication Date: 2013-06
• Subjects: negotiation -- interaction goals -- behavioral sequences -- phases; Communication -- Research -- Periodicals; 302.2
• DOI: 10.1177/0093650211408595
• Languages: English
• ISSNs: 0093-6502

Abstract

This study provides a sequential analysis of the bargaining interaction to shed light on how negotiators' interaction goals influence their and their counterparts' behavioral responses and outcomes. Sixty-seven negotiation dyads simulated an employment negotiation. Results showed that integrative reciprocal sequences mediated the influence of competitive goals on joint profit, whereas both distributive and integrative transformational sequences mediated the influence of negotiators' goals on their counterparts' individual gains. Such mediating effects, however, vary by phase, with reciprocal sequences in the second half of negotiation more predictive of joint profit but transformational sequences in the first half more predictive of individual gains. In addition, employers' interaction goals and transformational sequences had a greater influence on employees' individual gains than vice versa.