Effects of Attachment Anxiety and Avoidance on Negotiation Propensity and Performance

被引：11

作者：

Bear, Julia B. ^{[1
]}

Segel-Karpas, Dikla ^{[2
]}

机构：

[1] SUNY Stony Brook, Coll Business, Stony Brook, NY 11790 USA

[2] Brandeis Univ, Dept Psychol, Waltham, MA 02254 USA

来源：

NEGOTIATION AND CONFLICT MANAGEMENT RESEARCH | 2015年 / 8卷 / 03期

关键词：

negotiation; attachment theory; individual differences; ADULT ATTACHMENT; INDIVIDUAL-DIFFERENCES; GENDER-DIFFERENCES; SOCIAL SUPPORT; STYLES; SELF; CONFLICT; WORK; PERSONALITY; ORIENTATIONS;

D O I：

10.1111/ncmr.12055

中图分类号：

B849 [应用心理学];

学科分类号：

040203 ;

摘要：

Attachment theory has received scant consideration in the negotiation literature. We examined the effects of attachment anxiety and avoidance on negotiation propensity and performance in two studies. In terms of negotiation propensity (Study 1), attachment anxiety had significant, deleterious effects, though contrary to our predictions, attachment avoidance did not have significant effects. However, there was an interaction such that individuals high on attachment avoidance had a greater propensity to negotiate with an insecurely attached counterpart compared to a secure counterpart. In addition, attachment orientation influenced negotiation performance and information sharing (Study 2), but the effects depended upon role in the negotiation, with stronger effects for attachment avoidance as opposed to attachment anxiety. Theoretical and practical implications for research on negotiation and attachment theory are discussed.

引用

页码：153 / 173

页数：21

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