Skip to main content
Journal cover image

The Negotiation Matching Process: Relationships and Partner Selection.

Publication ,  Journal Article
Tenbrunsel, AE; Wade-Benzoni, KA; Moag, J; Bazerman, MH
Published in: Organizational behavior and human decision processes
December 1999

We present 3 studies that examine the process of partner selection in negotiations and the influence that relationships may have on the partner-selection decision. In Study 1, we present a simulated matching market experiment in which we compare the matching process when relationships can influence the partner-selection decision with the matching process when relationships cannot influence this decision. We find that when relationships are not allowed to influence the matching process, there are more economically optimal agreements, a larger market surplus, and more search activity. In Study 2, a simulation of a naturally occurring market selection process provides additional quantitative support for the findings from Study 1 and offers qualitative data on the reasoning process behind partner selection, including the social factors that are influential in this decision. Study 3 utilizes a repeated trial experimental simulation to offer further support for the negative relationship between relationships and economic outcomes and to suggest that the relative power of the negotiators influences the extent to which relationships help versus hurt individual profitability. Implications of these findings are discussed. Copyright 1999 Academic Press.

Duke Scholars

Published In

Organizational behavior and human decision processes

DOI

ISSN

0749-5978

Publication Date

December 1999

Volume

80

Issue

3

Start / End Page

252 / 283

Related Subject Headings

  • Social Psychology
  • 52 Psychology
  • 35 Commerce, management, tourism and services
  • 17 Psychology and Cognitive Sciences
  • 15 Commerce, Management, Tourism and Services
 

Citation

APA
Chicago
ICMJE
MLA
NLM
Tenbrunsel, A. E., Wade-Benzoni, K. A., Moag, J., & Bazerman, M. H. (1999). The Negotiation Matching Process: Relationships and Partner Selection. Organizational Behavior and Human Decision Processes, 80(3), 252–283. https://doi.org/10.1006/obhd.1999.2861
Tenbrunsel, A. E., K. A. Wade-Benzoni, J. Moag, and M. H. Bazerman. “The Negotiation Matching Process: Relationships and Partner Selection.Organizational Behavior and Human Decision Processes 80, no. 3 (December 1999): 252–83. https://doi.org/10.1006/obhd.1999.2861.
Tenbrunsel AE, Wade-Benzoni KA, Moag J, Bazerman MH. The Negotiation Matching Process: Relationships and Partner Selection. Organizational behavior and human decision processes. 1999 Dec;80(3):252–83.
Tenbrunsel, A. E., et al. “The Negotiation Matching Process: Relationships and Partner Selection.Organizational Behavior and Human Decision Processes, vol. 80, no. 3, Dec. 1999, pp. 252–83. Epmc, doi:10.1006/obhd.1999.2861.
Tenbrunsel AE, Wade-Benzoni KA, Moag J, Bazerman MH. The Negotiation Matching Process: Relationships and Partner Selection. Organizational behavior and human decision processes. 1999 Dec;80(3):252–283.
Journal cover image

Published In

Organizational behavior and human decision processes

DOI

ISSN

0749-5978

Publication Date

December 1999

Volume

80

Issue

3

Start / End Page

252 / 283

Related Subject Headings

  • Social Psychology
  • 52 Psychology
  • 35 Commerce, management, tourism and services
  • 17 Psychology and Cognitive Sciences
  • 15 Commerce, Management, Tourism and Services