Abstract
The study of negotiations is giving increasing attention to relationships between the negotiating parties. This study describes the development of a multidimensional index to measure the strength of the various facets of relationships. Results from a laboratory study that used this instrument show that cohesive relationships encourage information-sharing and discourage use of coercive tactics, both of which have direct or indirect effects on the attainment of integrative outcomes, negative affect, and the negotiators' ongoing relationship.
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