19148: Relational and Economic Outcomes in Negotiation

Tuesday, July 29, 2025

13:45 - 15:15 CEST (GMT+2)

Location: Bella Center: Hall A- A1-m5

Session Type: Symposium (panel)
Shareable link: https://cdmcd.co/wjAmEp

Organizer(s)

RG

Rebecca Gilland

University of Pennsylvania, United States

Presenter(s)

AM

Alexandra A. Mislin

American University, United States
JL

Jonathan Lee

U. of Minnesota Duluth, United States
WS

Wolfgang Steinel

Leiden University, Netherlands
HJ

Hooria Jazaieri

Santa Clara U., United States
LW

Laura Changlan Wang

Massachusetts Institute of Technology, United States

Participant(s)

JL

Jackson Lu

MIT Sloan School of Management, United States

Presenter(s)

JC

Jared R. Curhan

MIT Sloan School of Management, United States
NK

Niraj Kumar

-, United States

Negotiation is a critical element of managerial and interpersonal interactions, shaping outcomes that extend beyond the immediate agreement to influence relationships, trust, and collaboration. This symposium focuses on the relational aspects of negotiations, examining how dynamics such as trust, reputation, and rapport affect negotiation strategies, outcomes, and long-term relationships. Across five papers, the presenters explore the nuanced ways in which relational factors influence negotiation behavior and outcomes. Together, these studies underscore the importance of prioritizing relational outcomes in negotiation theory and practice to achieve more equitable, sustainable, and effective agreements. This symposium offers valuable insights for scholars and practitioners seeking to enhance both relational and economic outcomes in negotiations.