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

Abstract

This study examines the efect 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 fnd that prosocial managers’ expected transfer prices are closer to an equal-proft price compared with those of proself managers. We further fnd 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 efect of prosel. Show more