Abstract
Negotiation scholars and practitioners have long noted the impact of face, or social image, concerns on negotiation outcomes. When face is threatened, negotiators are less likely to reach agreement and to create joint gain. In this paper, we explore individual differences in face threat sensitivity (FTS), and how a negotiator's role moderates the relationship of his or her FTS to negotiation outcomes. Study 1 describes a measure of FTS. Study 2 finds that buyers and sellers are less likely to reach an agreement that is in both parties' interests when the seller has high FTS. Study 3 finds that job candidates and recruiters negotiate an employment contract with less joint gain when the candidate has high FTS, and that this relationship is mediated by increased competitiveness on the part of the high FTS candidates. The results support Deutsch's (1961) application of face theory (Goffman, 1967) to negotiation.
Original language | English (US) |
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Pages (from-to) | 102-124 |
Number of pages | 23 |
Journal | Organizational Behavior and Human Decision Processes |
Volume | 94 |
Issue number | 2 |
DOIs | |
State | Published - Jul 2004 |
Funding
This project was funded by a grant from the Dispute Resolution Research Center at the Kellogg School of Management, Northwestern University. Preliminary results from Studies 2 and 3 were presented at the annual conference of the Academy of Management, August 5, 2003.
Keywords
- Conflict resolution
- Face
- Face threat sensitivity
- Identity
- Negotiation
- Politeness theory
ASJC Scopus subject areas
- Applied Psychology
- Organizational Behavior and Human Resource Management