Effects of Attachment Anxiety and Avoidance on Negotiation Propensity and Performance

Bear, Julia B.; Segel-Karpas, Dikla

doi:10.1111/ncmr.12055

Cited by 11 publications

(6 citation statements)

References 106 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…They showed that the integrating style was positively related to all personality factors considered, except neuroticism. Another study (Bear & Segel‐Karpas, ) revealed that anxious attachment style had a deleterious effect on negotiation propensity.…”

Section: Discussionmentioning

confidence: 98%

Relationship of personality with integration and confrontation in internal dialogues

Puchalska‐Wasyl

2017

Scandinavian J Psychology

View full text Add to dashboard Cite

Interest in confrontational and integrative internal dialogues (IDs) has been growing, as they perform numerous important functions. This study aimed to identify the personality-related determinants of integration and confrontation processes in ID that simulates social relationships. The test group comprised 125 students (62 men). Participants were given a description of a fictional problem facing a young married couple and they were to imagine a dialogue between the characters. Additionally three instruments were administered: the NEO Five Factor Inventory, the Experiences in Close Relationships - Revised Questionnaire and the Integration-Confrontation Questionnaire. Using canonical correlation analysis it was found that intense neuroticism and anxious or avoidant attachments, combined with low openness, conscientiousness and agreeableness, are conducive to confrontational attitude in the author of a dialogue, whereas the opposite combination of personality characteristics is associated with integrative attitudes in both parties to the dialogue.

show abstract

Section: Discussionmentioning

confidence: 98%

Relationship of personality with integration and confrontation in internal dialogues

Puchalska‐Wasyl

2017

Scandinavian J Psychology

View full text Add to dashboard Cite

show abstract

“…We theorized that, in addition to the extent that perceivers came to disrespect an outgroup based on their beliefs about that outgroup's low self-regard, they might also be less inclined to recommend ethical and civil treatment of the group in subsequent interactions. Indeed, previous work has shown a link between lower perceived regard and worse treatment: for example, in negotiations, the less regard individuals ascribe a counterpart, the more likely they are to engage in aggressive and deceptive tactics, and the less likely they are to share information (typically resulting in less 'integrative' outcomes that would generate value; Bear & Segel-Karpas, 2015;Janoff-Bulman & Werther, 2008;Kray, Kennedy, & Van Zant, 2014;Olekalns & Smith, 2009;SimanTov-Nachlieli, Har-Vardi, & Moran, 2020). Thus, in Study 2A, we were able to test the links between a group's behavior to perceptions of its self-worth to both respect for that group and willingness to extend it good treatment.…”

Section: Studies 2a-b: People-for-moneymentioning

confidence: 99%

When getting more makes groups seem worth less: Negotiating a "better" deal in prisoner swaps can ironically signal low self-regard and engender disrespect

Dittmann

Kteily

Bruneau

2021

Journal of Experimental Social Psychology

View full text Add to dashboard Cite

Prisoner exchanges between groups in conflict are often a first step towards peace. As with bargaining more generally, groups presumably try to get the best deal possible. But when exchanging human lives, can getting 'more' make your group seem worth less? Building on research on signals of self-regard at the interpersonal level, we consider whether certain behaviors-even strategically beneficial ones-can diminish perceptions of the esteem in which a group holds itself, with consequences for the respect and treatment it is afforded. Across six preregistered experiments (total N = 5,060), we find that groups that negotiate a 'better deal' (e.g., getting multiple prisoners back in return for releasing only one outgroup prisoner; negotiating down the 'price' for retrieving a single prisoner) are ironically seen as placing less value on themselves, and, as a consequence, are respected less and prescribed worse treatment. We observe these results in real-world and in artificial contexts, and whether perceivers belong to the outgroup in conflict or are neutral third-party observers. A seventh study, focused on the decision to pursue or eschew a risky rescue mission (with negative expected value of lives saved) expands beyond the prisoner swap context, highlighting that our results are one manifestation of a general tendency for perceivers to intuit a group's self-regard from its actions. Our work suggests that, when deciding between various courses of action, it would behoove groups to consider the ways in which their actions subtly communicate how highly they value themselves.

show abstract

“…Individual differences that lead to a greater propensity to negotiate include feeling more (vs. less) powerful (Magee et al., ) as do a combination of high perceived ability to initiate the negotiation, as well as beliefs about own negotiation skill (Reif & Brodbeck, ). Another study found that propensity to negotiate is related to attachment orientation at the intra‐ and interpersonal level, such that individuals who were high on attachment avoidance, one's trust in others’ willingness and ability to offer support, had a greater propensity to negotiate with an anxious and avoidant counterpart (Bear & Segel‐Karpas, ).…”

Section: Negotiation and Conflict Managementmentioning

confidence: 99%

Normatively Speaking: Do Cultural Norms Influence Negotiation, Conflict Management, and Communication?

Marin

Olekalns²,

Adair

2019

Negotiation Conflict Man Res

View full text Add to dashboard Cite

This paper elaborates a research agenda on cultural norms in communication, negotiation, and conflict management. Our agenda is organized around five questions on negotiation and conflict management, for example: How do culture and norms relate to an individual's propensity to negotiate? Or How do tightness-looseness norms explain negotiators' reactions to norm conformity and norm violation? And three questions on communication, for example: What individual and cultural factors lead negotiators to use miscommunication as an opportunity rather than an obstacle? Or Are there cultural differences in whether and what forms of schmoozing are normative? The present paper is based on three pillars: (a) ideas provided by the think tank participants (full list on website), (b) state of the art research and (c) the authors' perspectives. Our goal is to inspire young, as well as, established researchers to purse these research streams and increase our understanding about the influence of cultural norms.

show abstract

Effects of Attachment Anxiety and Avoidance on Negotiation Propensity and Performance

Cited by 11 publications

References 106 publications

Relationship of personality with integration and confrontation in internal dialogues

Relationship of personality with integration and confrontation in internal dialogues

When getting more makes groups seem worth less: Negotiating a "better" deal in prisoner swaps can ironically signal low self-regard and engender disrespect

Normatively Speaking: Do Cultural Norms Influence Negotiation, Conflict Management, and Communication?

Contact Info

Product

Resources

About