Social value orientation plays role-negotiation implications

Reference no: EM13256183

Social value orientation plays an important role in determining if an individual is likely to reach a distributive solution or an integrative solution. However, less is known between how the fit between your own social value orientation and that of the other negotiation party affects negotiation outcomes. What are the negotiation implications if

(1) you have a high pro-social orientation but the other party has a high pro-self-orientation,

(2) you have a high pro-self-orientation but the other party has a high pro-social orientation, or if

(3) both you and the other party has either both high/low pro-self-orientation or both high/low pro-social orientation?

Reference no: EM13256183

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