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09-06-2021 | Original Paper

The effect of negotiators’ role, leadership tone, and social value orientation on expected transfer prices: additional evidence

Journal:
Journal of Management Control
Authors:
Vincent K. Chong, Chanel Y. Loy, Isabel Z. Wang, David R. Woodliff
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Abstract

This study examines the effect of negotiators’ role (sellers vs. buyers), leadership tone (supportive vs. non-supportive), and social value orientation (prosocials vs. proselfs) on expected transfer prices outcomes as expressed by negotiation managers. Using a 2 × 2 experiment, we find that prosocial managers’ expected transfer prices are closer to an equal-profit price compared with those of proself managers. We further find that the transfer price expectation gap between proself selling managers and buying managers under a non-supportive leadership tone is larger than it is under a supportive leadership tone, suggesting that the negative effect of prosel.

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