Abstract

MEDINA, Francisco J.  and  RAMIREZ MARIN, Jimena Y.. Negotiating in changing circumstances: social motives as moderators of the relational and economic capital. Rev. psicol. trab. organ. [online]. 2014, vol.30, n.3, pp.141-148. ISSN 2174-0534.  https://dx.doi.org/10.1016/j.rpto.2014.11.007.

The present study focuses on how the amount of resources available in a negotiation, when they increase or decrease, influences the relational and economic capital in a negotiation. The authors argue the relationships between negotiators and the outcomes they achieve depend on the specific sequence of available resources and on the social motivation of the parties. In an experimental longitudinal study, students participated during three weeks in a distributive negotiation task. Results show that decreasing sequences lead to worse quality agreements and as predicted pro socially motivated reached higher relational outcomes than proself motivated negotiators regardless of the sequence. Consistent with the authors' hypotheses, increasing sequences and a prosocial motive promoted economic outcomes and relational capital, suggesting that the relationships between negotiators depend on the sequence of the outcomes and the social motivation. Implications and future directions are discussed.

Keywords : Sequences; Repeated negotiations; Social motives; Relational capital.

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