Breaking the bonds of reciprocity in negotiations

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

Research output: Contribution to journalArticleResearchpeer-review

198 Citations (Scopus)

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
Pages (from-to)410-424
Number of pages15
JournalAcademy of Management Journal
Volume41
Issue number4
DOIs
Publication statusPublished - 1 Jan 1998

Cite this