Does Negotiation Matter for Business Relationship? A Study of Credible Information Disclosure and Perceived Fairness

摘要

Negotiations tend to influence long-term business relationships. This paper investigates the role of perceived fairness of the exchange in forming these relationships. The impacts of fairness have been under-investigated in business exchanges. The paper proposes a research model that has perceived fairness at its core. Experiments were conducted in two multi-bilateral negotiation settings with different information disclosure strategies. The results suggest that the decision to reveal the best offer to participants affects perceived fairness. Furthermore, the perceived fairness has a positive impact on business relationships. The findings suggest important implications for the strategic role of information revelation by businesses.