Purpose

Negotiations are often conducted under stress. Previous studies show that stress can help or hurt negotiation outcomes. This study suggests that individual differences explain these effects, and the purpose of this study is to examine the effect of social value orientation (SVO) and stress on negotiation outcomes.

Design/methodology/approach

Two experimental studies and a pilot investigate the influence of stress and SVO (prosocial vs proself) on negotiation offers and outcomes. The authors’ studies are grounded on social interdependence theory and arousal literatures to explain the effects of stress on negotiation.

Findings

Stress has a positive influence on integrative offers (S1) and joint outcomes (S2). SVO moderates the effect of stress on joint negotiation outcomes (S2), such that, under stress, prosocials fare better than proselfs.

Research limitations/implications

Managers negotiating under stress should pay attention to their own as well as the others’ SVOs. Managers could also build their negotiation teams considering this individual difference and favor the presence of prosocials in stressful negotiations.

Practical implications

The findings have practical implications for managers who are under stress on a daily basis.

Social implications

This research contributes to managers that need to understand how to reach integrative agreements under stress. This is especially important when negotiators are representatives of employees or companies, as the outcomes can affect many individuals.

Originality/value

To the best of the authors’ knowledge, this is the first study examining the relationship between stress, SVO and negotiation offers and outcomes.

中文翻译：

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压力对谈判结果有益吗？社会价值取向的调节作用

目的

谈判通常是在压力下进行的。先前的研究表明，压力可以帮助或损害谈判结果。这项研究表明，个体差异可以解释这些影响，并且本研究的目的是检验社会价值取向（SVO）和压力对谈判结果的影响。

设计/方法/方法

两项实验研究和一名飞行员研究了压力和SVO（亲社会vs自我）对谈判提议和结果的影响。作者的研究基于社会相互依存理论和唤醒文学来解释压力对谈判的影响。

发现

压力对综合报价（S1）和联合结局（S2）有积极影响。SVO缓解了压力对联合谈判结果（S2）的影响，因此，在压力下，亲社会人士的表现要好于自己。

研究局限/意义

在压力下进行谈判的管理人员应注意自己和他人的SVO。管理人员还可以考虑这种个体差异来组建谈判团队，并在压力较大的谈判中赞成亲社会人士的存在。

实际影响

该发现对每天承受压力的管理人员具有实际意义。

社会影响

这项研究有助于需要了解如何在压力下达成综合协议的管理者。当谈判者是员工或公司的代表时，这一点尤其重要，因为结果可能会影响许多个人。

创意/价值

据作者所知，这是第一个研究研究压力，SVO与谈判提议和结果之间关系的研究。