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Expectancy Effects and Negotiation
Author(s) -
Rubin Jeffrey Z.,
Kim Sung Hee,
Peretz Neil M.
Publication year - 1990
Publication title -
journal of social issues
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.618
H-Index - 122
eISSN - 1540-4560
pISSN - 0022-4537
DOI - 10.1111/j.1540-4560.1990.tb01926.x
Subject(s) - negotiation , intrapersonal communication , ambiguity , settlement (finance) , adversary , interpersonal communication , social psychology , expectancy theory , secrecy , psychology , political science , mediation , public relations , business , computer science , computer security , law , finance , payment , programming language
Expectations are a natural and necessary element in all negotiation. As one of the most important approaches to the settlement of conflict, negotiation necessarily entails the exchange of ambiguous information—about both one's adversary and the problem at hand. It is precisely because of this ambiguity that expectations, both intrapersonal and interpersonal, come to play an important role. While such expectations can be helpful in bringing about conflict settlement through negotiation, they can also contribute to the escalation of conflict and can move conflict in destructive directions. This article outlines both the beneficial and harmful effects of expectations in negotiation and speculates about some possible approaches to overcoming the negative effects of expectations.