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ERIC Number: EJ912666
Record Type: Journal
Publication Date: 2009-Jul
Pages: 16
Abstractor: As Provided
Reference Count: 77
ISSN: ISSN-0021-9010
When Is Straightforwardness a Liability in Negotiations? The Role of Integrative Potential and Structural Power
DeRue, D. Scott; Conlon, Donald E.; Moon, Henry; Willaby, Harold W.
Journal of Applied Psychology, v94 n4 p1032-1047 Jul 2009
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 concern model (D. G. Pruitt & J. Z. Rubin, 1986), the authors show how dispositional straightforwardness leads individuals to develop a greater concern for their counterpart's interests, which in turn leads to greater concession making during the negotiation. The authors then show how this individual-level relationship is moderated by features of the negotiation task, namely integrative potential and power. (Contains 2 footnotes, 5 tables, and 4 figures.)
American Psychological Association. Journals Department, 750 First Street NE, Washington, DC 20002-4242. Tel: 800-374-2721; Tel: 202-336-5510; Fax: 202-336-5502; e-mail:; Web site:
Publication Type: Journal Articles; Reports - Research
Education Level: Adult Education
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers - Assessments and Surveys: NEO Personality Inventory