The effect of formality and relational tone on supervisor/subordinate negotiation episodes

Abstract

Although supervisors and subordinates must often negotiate to clarify work expectations and role boundaries in organizations, little research has addressed the communicative dimensions of these workplace discussions. Building upon research in integrative negotiation, this study examines the effect of formality and relational tone on three key dimensions: elaboration, directness, and mutual concessions. Using the Critical Incident Technique (Flanagan, 1954), 271 employed undergraduates completed questionnaires involving recalled supervisory negotiation episodes. More formal negotiations were found to involve greater elaboration and concessions, while a personalized relational tone was positively related to directness. Implications of this study and future directions for research are discussed.