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“I’m Asking This Price Because…”: When Negotiation Rationales Win Concessions but Cost the Relationship
attitudes-and-persuasionimpression-formationinterpersonal-relationshipssocial-and-behavioral-sciencessocial-and-personality-psychologysocial-cognition
Negotiators often face a tension between claiming value and preserving the relationship with their counterpart. Rationales, the explanations negotiators attach to their offers (“I’m asking this price because…”), are assumed to ease this tension by making an assertive offer more persuasive and accept
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