Beyond cheap talk accounts: A theory of politeness in negotiations

IF 3.1 Q2 MANAGEMENT Research in Organizational Behavior Pub Date : 2021-01-01 DOI:10.1016/j.riob.2021.100154
Alice J. Lee , Malia F. Mason , Claire S. Malcomb
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引用次数: 2

Abstract

Negotiations are a careful balancing act between cooperation and competition—a successful negotiation requires extracting maximal value without offending and alienating a counterpart (i.e., the negotiator’s dilemma). It is thus surprising that negotiation scholars have largely overlooked a pervasive feature of negotiations: they entail “polite” speech. In this paper, we introduce politeness as a communicative strategy that is critical to solving the negotiator’s dilemma. By strategically adjusting their utterances to signal deference and respect, negotiators can make ambitious requests without derailing the exchange. Starting with an overview of politeness and a review of the relevant negotiation literature, we offer testable propositions regarding how attempts at polite speech manifest in negotiations, who is especially likely to express them, under what conditions, and to what effect. We also consider the conditions under which this communication strategy undermines negotiators. We hope our review and theorizing will open up broader discussions on the role of polite speech in deal making and conversational dynamics.

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超越廉价谈话:谈判中的礼貌理论
谈判是合作与竞争之间的一种谨慎的平衡行为——成功的谈判需要在不冒犯和疏远对方的情况下获得最大的价值(即谈判者的困境)。因此,令人惊讶的是,谈判学者在很大程度上忽视了谈判的一个普遍特征:谈判需要“礼貌”的讲话。在本文中,我们介绍礼貌作为一种交际策略,是解决谈判者困境的关键。通过策略性地调整他们的言辞以表达尊重和尊重,谈判者可以在不破坏交流的情况下提出雄心勃勃的要求。从礼貌的概述和对相关谈判文献的回顾开始,我们提供了一些可测试的命题,关于礼貌话语的尝试在谈判中是如何体现的,谁特别有可能表达礼貌话语,在什么条件下,以及达到什么效果。我们还考虑了这种沟通策略对谈判者不利的条件。我们希望我们的回顾和理论将打开关于礼貌语言在交易和对话动态中的作用的更广泛的讨论。
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来源期刊
Research in Organizational Behavior
Research in Organizational Behavior Psychology-Social Psychology
CiteScore
1.60
自引率
0.00%
发文量
4
期刊介绍: Research in Organizational Behavior publishes commissioned papers only, spanning several levels of analysis, and ranging from studies of individuals to groups to organizations and their environments. The topics encompassed are likewise diverse, covering issues from individual emotion and cognition to social movements and networks. Cutting across this diversity, however, is a rather consistent quality of presentation. Being both thorough and thoughtful, Research in Organizational Behavior is commissioned pieces provide substantial contributions to research on organizations. Many have received rewards for their level of scholarship and many have become classics in the field of organizational research.
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