The effects of reciprocation wariness on negotiation behavior and outcomes |
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Authors: | Zhi-Xue Zhang Yu-Lan Han |
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Institution: | (1) Guanghua School of Management, Peking University, Beijing, 100871, China |
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Abstract: | This study examined the influence of reciprocation wariness, a general fear of exploitation in interpersonal relationships,
on negotiators’ motivational orientation, direct information sharing and negotiation outcomes. We predicted that low-wary
negotiators are more likely to be prosocial and to engage in direct information sharing, and low-wary negotiators will perceive
their opponents more positively after the negotiation. We asked 150 graduate students of business administration to formed
75 dyads to participate in a simulated business negotiation, each taking the role of a buyer or a seller. The results showed
that reciprocation wariness had a significant effect on negotiators’ motivational orientation and the amount of information
sharing. Negotiating dyads with low–low reciprocation wariness got higher joint gains than those with high–high reciprocation
wariness, and information sharing fully mediated the relationship. After the negotiation, low-wary negotiators evaluated the
other party more positively and were more willing to interact with their opponents in the future. Contributions and limitations
are discussed. |
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Keywords: | Dyadic negotiation Reciprocation wariness Motivational orientation Direct information sharing Joint gains Perceptions of opponents |
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