Breaking the bonds of reciprocity in negotiations

Jeanne M. Brett, Debra L. Shapiro, Anne L. Lytle

Research output: Contribution to journalArticlepeer-review

197 Scopus citations

Abstract

We tested hypotheses concerning the effectiveness of three strategies for breaking conflict spirals in negotiations. We also investigated the relationship between outcomes 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.

Original languageEnglish (US)
Pages (from-to)410-424
Number of pages15
JournalAcademy of Management Journal
Volume41
Issue number4
DOIs
StatePublished - Jan 1 1998

ASJC Scopus subject areas

  • Business and International Management
  • Business, Management and Accounting(all)
  • Strategy and Management
  • Management of Technology and Innovation

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