Self-transcendence values, initial perceptions of relationship quality, and reference points in a distributive negotiation

The present study used structural equation modeling (SEM) to examine a model of antecedents and consequences of perceptions of relationship quality with a negotiation partner. Partner values were manipulated to be either low or high in Self-transcendence under two negotiation contexts: cooperative and competitive. Desirability of Self-transcendence (ST) values and perceptions that a negotiation partner held these values interacted to influence perceptions of Relationship Quality, although the main effect for perceptions of a partner's ST accounted for most of the variance in Relationship Quality. An analysis of the interaction suggested that probability that a partner held ST values was more positively related to Relationship Quality when ST values were more desirable. Perceptions of Relationship Quality were hypothesized to influence a negotiator's reference points and intention to exchange information with a partner, and the negotiation context (cooperative or competitive) was expected to moderate these relationships. Relationship Quality was significantly related to initial offers made to a partner, intention to ask about a partner's break-even point, and intentions to reveal one's own break-even point; however, the negotiation context did not moderate these relationships.; Post-hoc analyses suggested that relationship quality mediated the influence of the probability that a partner endorsed ST values and intention to reveal one's break-even point. Further, when desirability of ST values, probability that a partner was high in ST the path between the interaction latent variable and Aspirations was significant. An analysis of the interaction suggested that negotiators desiring a partner high in ST values that were in fact partnered with such an individual were more likely to have lower aspirations for the negotiation. Overall, results suggest that information on a partner's values in a negotiation context influences perceptions of Relationship Quality for unacquainted negotiators and that Relationship Quality perceptions influence negotiation intentions. Areas for further research based on these findings are suggested.