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

Area of Science:

• Organizational Behavior
• Social Psychology
• Decision Science

Background:

• Traditional negotiation research often focuses narrowly on the agreement itself.
• This overlooks crucial post-deal dynamics that impact long-term success.
• Understanding broader outcomes is essential for effective negotiation strategy.

Purpose of the Study:

• To broaden the scope of negotiation analysis beyond immediate agreement terms.
• To integrate post-negotiation outcomes into the understanding of negotiation effectiveness.
• To explore the interplay between economic and relational objectives in negotiations.

Main Methods:

• This study presents a review of existing literature on negotiation outcomes.
• It synthesizes findings related to emotions, satisfaction, and relational perceptions.
• The review integrates contract implementation and subsequent behaviors as key metrics.

Main Results:

• Agreements are often the beginning, not the endpoint, of negotiation.
• Post-negotiation outcomes significantly influence future interactions and value.
• Economic and relational motives can conflict, impacting overall negotiation success.

Conclusions:

• Rethinking negotiation to include post-deal phases enhances understanding of value creation.
• Aligning economic and relational objectives leads to maximized value beyond the bargaining table.
• A holistic view of negotiation is critical for sustained success.