Research output per year
Research output per year
Julia B. Bear, Dikla Segel-Karpas
Research output: Contribution to journal › Article › peer-review
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.
Original language | English |
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Pages (from-to) | 153-173 |
Number of pages | 21 |
Journal | Negotiation and Conflict Management Research |
Volume | 8 |
Issue number | 3 |
DOIs | |
State | Published - 1 Aug 2015 |
Externally published | Yes |
Research output: Contribution to journal › Meeting Abstract › peer-review