I invoke active listening and draw on models of procedural and interpersonal fairness perceptions, perceived organizational support, and organizational prosocial behaviors to articulate and test a model of negotator willingness to engage in exploitative and prosocial negotiation behaviors. Specifically, active listening is predicted to affect the other party's procedural and interpersonal fairness perceptions. These fairness perceptions are expected to be interpreted as signaling the extent to which the other party cares about one's own well0being. Perceptions of the other party's concern for one's own well-being are predicted to be reciprocated as positive or negative concern for the other party. Finally, one's own concern for the other party leads to exploitative and prosocial behaviors. All hypotheses except for the proposed link between procedural fairness perceptions and perceived other party support were supported.
Kass, Edward, "The Power of Nice: Active Listening, Procedural and Interpersonal Fairness Perceptions and Prosocial and Antisocial Negotation Behaviors" (2010). Organization, Leadership, and Communication. 6.