Didn’t See That Coming! Reactions to Expectancy Violations in Negotiations

• In Event: Reducing Uncertainty in an Uncertain World

Abstract

Grounded in expectancy violations theory, this study proposes examining how dyads of strangers or friends from the same culture or from different cultures evaluate and respond to violations of expectancies in a negotiation situation. The study’s hypotheses and research questions would investigate the effects of familiarity, culture, and communicator rewardingness on how violations are evaluated and the consequences evaluations have on negotiation behavior and satisfaction. The study’s expected results as well as implications are discussed.

Author

• Ioana Cionea, University of Maryland