This study examines the effect of relationships on negotiators' expectations. The authors derive theory and hypotheses from relational norms that govern relationships (communal and exchange) which impact negotiators' expectations when interacting with close others. The study focuses on the influence of the negotiator's role (buyer or seller) and relational norms on expected offers. The authors tested the hypotheses across three studies. Results consistently show that close relationships influence expectations such that buyers expect more favorable offers from best friends than from friends and acquaintances (Studies 1–3). And this effect is absent for sellers (Study 1). Moreover, the motivation to meet the needs of the other party (communal strength) is higher for close relationships but it does not moderate the effect of relationships on expectations (Study 2). Finally, negotiators high in communal strength and exchange orientation norms expect more generous offers from best friends (Study 3).

中文翻译：

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卖给陌生人，向朋友购买：公共和交流规范对谈判期望的影响

这项研究检验了关系对谈判者期望的影响。作者从控制关系（公共和交换）的关系规范中得出理论和假设，这些关系影响谈判者与亲密他人互动时的期望。该研究集中于谈判者的角色（买方或卖方）和关系规范对预期报价的影响。作者在三项研究中检验了假设。结果始终表明，亲密关系会影响期望，因此买家期望最好的朋友提供的优惠要比朋友和熟人提供的优惠（研究1-3）。卖方不存在这种影响（研究1）。此外，在亲密关系中，满足另一方需求（共同力量）的动机较高，但并不能减轻关系对期望的影响（研究2）。最后，具有较高公共实力和交流取向准则的谈判者期望最好的朋友提供更多慷慨的报价（研究3）。