Effects of Attachment Anxiety and Avoidance on Negotiation Propensity and Performance

Julia B. Bear, Dikla Segel-Karpas

Research output: Contribution to journalArticlepeer-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 languageEnglish
Pages (from-to)153-173
Number of pages21
JournalNegotiation and Conflict Management Research
Issue number3
StatePublished - 1 Aug 2015
Externally publishedYes

Bibliographical note

Publisher Copyright:
© 2015 the International Association for Conflict Management and Wiley Periodicals, Inc.


  • Attachment theory
  • Individual differences
  • Negotiation

ASJC Scopus subject areas

  • Communication
  • Strategy and Management


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