Getting to the bargaining table: The role of explicit motives and traits in negotiation initiation

Bakaç, Cafer; Kehr, H. M.

doi:10.1016/j.paid.2023.112099

Cited by 2 publications

(3 citation statements)

References 53 publications

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“…While the outcomes of negotiation have been previously explored, the psychological antecedents of negotiation have received far less attention, especially in the domain of couple relationships. Past studies found that interindividual differences, such as personality traits and attachment orientation, impact negotiation behaviors [ 28 , 29 ]. One study that focused on the relationship between psychological entitlement and negotiation found that highly entitled individuals are more likely to use a forceful negotiation style and endorse more unethical behaviors [ 10 ].…”

Section: Introductionmentioning

confidence: 99%

Sense of Relational Entitlement and Couple Outcomes: The Mediating Role of Couple Negotiation Tactics

Candel

2023

Behavioral Sciences

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Previous research shows a link between the sense of relational entitlement and various couple outcomes. However, the mechanisms linking these variables are less discussed. With this study, the aim was to test the associations between individuals’ excessive and restricted sense of relational entitlement and their levels of couple satisfaction and conflict. In addition, it was tested whether the use of different negotiation tactics (cooperative and competitive) mediated the links. Six hundred and eighty-seven adults (55.2% women) participated in this study. Mediation analyses showed that a restricted sense of relational entitlement is associated with couple satisfaction and conflict through higher competitive negotiation use. Additionally, an excessive sense of relational entitlement is linked with couple satisfaction and conflict through lower cooperative negotiation use. This study has important implications for couples therapy addressing satisfaction issues, showing why and when educating couple interactions, especially those regarding negotiation, can improve relational functioning. Additionally, one’s relational well-being is strongly related to one’s mental health, and the applicability of the findings can be extended to all outcomes of the therapeutic process.

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Section: Introductionmentioning

confidence: 99%

Sense of Relational Entitlement and Couple Outcomes: The Mediating Role of Couple Negotiation Tactics

Candel

2023

Behavioral Sciences

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“…They are described as nonconscious and stable personality dispositions that orient, select and energize individual behaviors [1,4]. A large body of research has focused on The Big Three motives, including achievement, affiliation, and power [1,2,5,6]. Several researchers have divided The Big Three motives into hope (or approach) and fear (or avoidance) components [4,7].…”

Section: Introductionmentioning

confidence: 99%

“…Since its inception, researchers have studied the hope component of motives extensively [2,5,9,10]. These researchers found that the hope component is negatively associated with counterproductive work behaviors [2], and positively associated with negotiation initiation [5], success in politics [9], and networking behaviors [10]. Conversely, studies on the fear component of motives (henceforth fear motives), have been scant.…”

Section: Introductionmentioning

confidence: 99%

Unpacking the Relationship between Fear Motives and Self-Control Strategies among Managers: The Mediating Role of Intrusive Thoughts

Bakaç

Kehr

2023

Behavioral Sciences

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In motive research, only a handful of studies have appeared on the correlates and antecedents of fear motives. In this research, we contribute to both research and practice by investigating the relationships between fear motives, intrusive thoughts, self-control strategies, and positive affect. We propose that fear motives, similar to trait anxiety, are positively associated with intrusive thoughts and that intrusive thoughts, in return, are negatively related to the frequency with which individuals employ self-control strategies. Finally, we propose that the frequency of self-control strategies is positively associated with positive affect. To test these, two field studies with managers (Study 1: N = 100 and Study 2: N = 80) were conducted. Bayesian mediation analyses showed that in both Study 1 and Study 2, fear motives were positively associated with intrusive thoughts, and intrusive thoughts were negatively related to self-control strategies. Additionally, in line with predictions, intrusive thoughts mediated the fear motives-self-control strategies relation. Finally, in Study 2, we found self-regulation strategies to be significantly and positively associated with positive affect. The theoretical and practical implications of the study are discussed.

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Getting to the bargaining table: The role of explicit motives and traits in negotiation initiation

Cited by 2 publications

References 53 publications

Sense of Relational Entitlement and Couple Outcomes: The Mediating Role of Couple Negotiation Tactics

Sense of Relational Entitlement and Couple Outcomes: The Mediating Role of Couple Negotiation Tactics

Unpacking the Relationship between Fear Motives and Self-Control Strategies among Managers: The Mediating Role of Intrusive Thoughts

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