BREAKING THE BONDS OF RECIPROCITY IN NEGOTIATIONS

We tested hypotheses concerning the effectiveness of three strategies for breaking conflict spirals in negotiations. We also investigated th e relationship between out comes and the relative frequency of recipro cated contentious communications. Results confirmed the hypotheses, sh owing that extreme distributive outcomes are related to the relative f requency of reciprocated contentious communications and that conflict spirals can be stopped by various communication strategies. Theoretica l and practical implications for managing contentious negotiations are discussed.