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Vol. 30. Núm. 3.
Páginas 141-148 (septiembre - diciembre 2014)
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Vol. 30. Núm. 3.
Páginas 141-148 (septiembre - diciembre 2014)
Open Access
Negociar en circunstancias cambiantes: los motivos sociales como moderadores del capital económico y relacional
Negotiating in changing circumstances. Social Motives as moderators of the relational and economic capital
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Francisco J. Medinaa,1,
Autor para correspondencia
fjmedina@us.es

Autor para correspondencia.
, Jimena Y. Ramirez Marinb
a Universidad de Sevilla, España
b IÉSEG School of Management, Francia
Este artículo ha recibido

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El presente estudio analiza cómo la cantidad de recursos disponibles para la negociación, al aumentar o disminuir a lo largo del tiempo, inciden en las relaciones entre los negociadores y en los resultados alcanzados en la negociación. Los autores predijeron que el capital relacional y los resultados cuantitativos de la negociación dependen de la secuencia de recursos disponibles y están moderados por la motivación social de los negociadores. En un estudio experimental longi- tudinal, parejas de negociadores se enfrentaban de manera repetida a lo largo de tres semanas. Las ganancias disponibles en cada serie de tres negociaciones iban aumentando o disminuyendo dependiendo de la condición. Aunque consideradas globalmente, las situaciones de negociación eran idénticas, las secuencias decrecientes condujeron a peores resultados en la negociación. Del mismo modo, los negociadores con motivos prosociales a diferencia de los negociadores egoístas mostraron mejores resultados económicos y mayor capital relacional con independencia de la secuencia. Consistente con las hipótesis planteadas, las secuencias crecientes y la motivación prosocial promueven el capital relacional entre las partes, sugiriendo que las relaciones entre las partes dependen de los resultados presentes en la mesa de negociación y del motivo social. Se proponen implicaciones teóricas y prácticas, y tendencias para la investigación futura.

Palabras clave:
Secuencias
Negociaciones repetidas
Motivos sociales
Capital relacional
Abstract

The present study focuses on how the amount of resources available in a negotiation, when they increase or decrease, influences the relational and economic capital in a negotiation. The authors argue the relationships between negotiators and the outcomes they achieve depend on the specific sequence of available resources and on the social motivation of the parties. In an experimental longitudinal study, students participated during three weeks in a distributive nego- tiation task. Results show that decreasing sequences lead to worse quality agreements and as predicted pro socially motivated reached higher relational outcomes than proself motivated ne- gotiators regardless of the sequence. Consistent with the authors’ hypotheses, increasing sequen- ces and a prosocial motive promoted economic outcomes and relational capital, suggesting that the relationships between negotiators depend on the sequence of the outcomes and the social motivation. Implications and future directions are discussed.

Keywords:
Sequences
Repeated negotiations
Social motives
Relational capital
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La correspondencia sobre este artículo debe enviarse al Dr. Francisco J. Medina. Facultad de Psicología. Universidad de Sevilla. C/ Camilo José Cela, s/n, 41018 Sevilla.

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