When is straightforwardness a liability in negotiations? The role of integrative potential and structural power.

@article{DeRue2009WhenIS,
  title={When is straightforwardness a liability in negotiations? The role of integrative potential and structural power.},
  author={D. Scott DeRue and Donald E. Conlon and Henry Moon and Harold Wayne Willaby},
  journal={The Journal of applied psychology},
  year={2009},
  volume={94 4},
  pages={1032-47}
}
Negotiations present individuals with a paradox. On the one hand, individuals are expected via social norms and formal regulations to be honest and straightforward in their negotiations. On the other hand, individuals who mislead their negotiation counterpart are often rewarded with more favorable settlements. The authors investigate this paradox by examining the relationship between negotiators' dispositional straightforwardness and concessions made during a negotiation. Drawing from the dual… CONTINUE READING