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Sociology

1995

Dyadic negotiations

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Full-Text Articles in Labor Relations

Structural Power And Emotional Processes In Negotiation: A Social Exchange Approach, Edward J. Lawler, Jeongkoo Yoon Jan 1995

Structural Power And Emotional Processes In Negotiation: A Social Exchange Approach, Edward J. Lawler, Jeongkoo Yoon

Articles and Chapters

This chapter focuses in the abstract on when and how repeated negotiations between the same actors foster positive feelings or emotions and, in turn, an affective commitment to their relationship. However, we have in mind applications to pivotal dyads within organizations and also to the emergence of "friction” or "stickiness” in market relations. Implicit in the idea that negotiations in pivotal dyads shape institutional patterns is the notion that repeated negotiations between the same two actors are likely to become more than instrumental ways for the particular actors to get work done. We suggest a simple process by which dyadic ...