Negotiator relationships: Construct measurement, and demonstration of their impact on the process and outcomes of negotiation

The study of negotiations is giving increasing attention to relationships b etween the negotiating parties. This study describes the development of a m ultidimensional index to measure the strength of the various facets of rela tionships. Results from a laboratory study that used this instrument show t hat cohesive relationships encourage information-sharing and discourage use of coercive tactics, both of which have direct or indirect effects on the attainment of integrative outcomes, negative affect, and the negotiators' o ngoing relationship.