Highly relational contexts can have costs as well as benefits. Researchers theorize that negotiating dyads in which both parties hold highly relational goals or views of themselves are prone to relational accommodation, a dynamic resulting in inefficient economic outcomes yet high levels of...

The negotiation field has been dominated by a focus on objective value, or economic outcomes, with relatively less attention paid to subjective value, or social psychological outcomes. This chapter proposes a framework that highlights the duality of negotiation outcomes by identifying predictors...

The authors address the longstanding mystery of individual differences in negotiation performance. Using Kenny’s (1994) Social Relations Model to examine the role of individual consistency in this dyadic process, analyses showed 52% of the variance in performance resulted from individual...

The authors address the long-standing mystery of stable individual differences in negotiation performance, for which intuition and conventional wisdom have clashed with inconsistent empirical findings. The present study used the Social Relations Model to examine individual differences directly...