Post-negotiation behavior and attitudes: We have a deal, now what?

Negotiators often equate "winning" with securing favorable agreement terms, yet the agreement is only one outcome of the negotiation process-and may not be the most important, particularly when interactions continue after the deal. This review broadens the lens to encompass post-negotiation outcomes, including emotions, satisfaction, relational perceptions, contract implementation, and subsequent behaviors. Considering a wider range of outcomes deepens understanding of the costs and benefits of negotiation, and can shed light on negotiation initiation and strategy. Integrating post-negotiation behavior also reveals when and why economic and relational motives collide. By treating agreements as the beginning, rather than the endpoint of negotiation, individuals can better align economic and relational objectives and ultimately maximize value beyond the bargaining table.