Negotiating Relationally: The Dynamics of the Relational Self in Negotiations
提出一种独特的关系视角来看待谈判，阐述了关系自我构念在谈判中何时被激活或抑制，并介绍了四种关系动态及其对经济与关系资本积累的影响。
In this article we advance a distinctly relational view of negotiation. We delineate the conditions through which relational self-construals (RSC) become accessible in negotiations and the conditions that inhibit their use, and we illustrate mechanisms through which RSC affects negotiation processes and outcomes. We introduce four relational dynamics--arelational trading, relational satisficing, relational distancing, and relational integrating--and discuss their consequences for the accumulation of economic and relational capital in negotiation.