Contextual and relational factors in interpersonal negotiation strategy choice

Past research on communication in negotiation has concentrated on actual interaction in competitive labor‐management and crisis negotiation; the present study is relevant to perceptions of strategy choice in both competitive and cooperative interpersonal settings. Participants rated the extent to which they would choose examples of seven negotiation strategies in varying situations. Results showed a preference for integrative strategies over distributive. Moreover, the degree of power differential and liking between negotiators and degree of integrative potential and importance of the context has a discernible effect on these preferences.

Key concepts:

• negotiation
• strategy
• goal
• context
• relationship