Is stress good for negotiation outcomes? The moderating effect of social value orientation

What is it about?

Managers often negotiate under stress. Previous research suggests that stress can either help or hurt negotiation outcomes. We examine the relationship between stress and negotiation outcomes is influenced by social value orientation of the negotiators. Our findings suggest that prosocials fare better under stress compared to proselfs. Managers negotiating under stress should pay attention to their own as well as the others’ social value orientations. and include prosocials in their negotiating teams.

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