Structural Power and Emotional Processes in Negotiation: A Social Exchange Approach

This chapter focuses in the abstract on when and how repeated negotiations between the same actors foster positive feelings or emotions and, in turn, an affective commitment to their relationship. However, we have in mind applications to pivotal dyads within organizations and also to the emergence of friction” or stickiness” in market relations. Implicit in the idea that negotiations in pivotal dyads shape institutional patterns is the notion that repeated negotiations between the same two actors are likely to become more than instrumental ways for the particular actors to get work done. We suggest a simple process by which dyadic negotiations give rise to incipient affective commitments that make the relationship an expressive object of attachment in its own right. When such transformations occur, future negotiations are not just efforts to solve yet another concrete issue or problem that the particular actors face; they come to symbolize or express the existence of a positive, productive relationship. Commitments that have an emotional/affective component tend to make the exchange relation an objective reality with intrinsic value to actors. In Berger and Luckmann\u27s (1967) terms, the relation becomes a third force.

The Theory of Relational Cohesion: Review of a Research Program

In this paper we analyze and review the theory of relational cohesion and attendant program of research. Since the early 1990s, the theory has evolved to answer a number of basic questions regarding cohesion and commitment in social exchange relations. Drawing from the sociology of emotion and modem theories of social identity, the theory asserts that joint activity in the form of frequent exchange unleashes positive emotions and perceptions of relational cohesion. In turn, relational cohesion is predicted to be the primary cause of commitment behavior in a range of situations. Here we outline the theory of relational cohesion, tracing its development through the present day, and summarize the corpus of empirical evidence for the theory’s claims. We conclude by looking ahead to future projects and discussing some of the more general issues informed by our work

Social Exchange and the Maintenance of Order in Status-Stratified Systems

This paper examines the role of social exchange in the construction of microorder within status-differentiated relations. How order is constructed and maintained in the context of social inequality is a classic sociological problem. We use a serendipitous finding from a recent experiment as a stimulus for theorizing an important feature of this larger problem of order. The finding is that, in an experiment where African-American females negotiated with white males, the white males received much larger payoffs than the African-American females. Yet, despite substantial power and profit differentiation advantaging white males, both individuals reported positive feelings (pleasure/satisfaction and interest/excitement) to the same degree, which contradicts most research on emotional responses to power. We argue that these similar emotional responses, in the context of substantial payoff inequalities, are due to parallel, joint effects of (a) status processes that create and legitimate initial profit differences and (b) exchange processes that make salient a relationship between the actors during repeated exchange. This explanation integrates notions of status value, referential structure, and legitimacy from status theories with notions of relational cohesion and shared responsibility from exchange theories. Broadly, the paper proposes some ways to productively interweave ideas from status and exchange theories to explain the emergence or maintenance of enduring social inequalities

Relational Cohesion Model of Organizational Commitment

[Excerpt] This chapter reviews the research program of relational cohesion theory (RCT) (Lawler & Yoon, 1993, 1996, 1998; Lawler et al., 2000; Thye et al., 2002) and uses it to develop a model of organizational commitment. Broadly, relational cohesion theory (RCT) has attempted to understand conditions and processes that promote an expressive relation in social exchange; an expressive relation is indicated by relational cohesion, that is, the degree to which exchange partners perceive their relationship as a unifying object having its own value. The research program argues that such relational cohesion is a proximal cause of various forms of behavioral commitment in a group setting, for example stay behavior, gift-giving and investment. In this chapter, we develop a model of organizational commitment through the following three steps: First, we review the program of relational cohesion theory (RCT) and establish the key theoretical concepts and theorems through which it explains how instrumentally motivated actors in exchange relations develop an expressive relation. Second, we apply the concepts and theorems to derive a ‘relational-cohesion model’ of organizational commitment. Third, we examine the heuristic value of the new model by deriving predictions with respect to several organizational phenomena to which conventional organizational commitment theories may not have paid sufficient attention. The role of emotions is highlighted and our purpose is to theorize the interrelationships of instrumental, affective and normative forms of organizational commitment

Emotion and Group Cohesion in Productive Exchange

This study refines and experimentally tests a theory of relational cohesion that explains how and when actors become committed to one another in the context of multiactor exchange. The theory asserts that frequent social exchange results in (1) positive emotions that solidify and strengthen the person-to-group bond and (2) uncertainty reduction that renders the focal group more salient in relation to others. These two mechanisms produce a sense of psychological group formation and ultimately increase observable acts of commitment. In a “productive exchange” setting, three actors negotiate a joint venture that requires the assent of all members. The exchanges featured two forms of commitment behavior: the giving of small token gifts and the decision to invest in a three-way prisoner’s dilemma. The results suggest that positive emotion and uncertainty reduction are theoretically distinct and affect commitment behavior through different mechanisms. The article concludes by discussing the general implications for commitment and social order

The Emergence of Embedded Relations and Group Formation in Networks of Competition

This study examines how and when small networks of self-interested agents generate a group tie or affiliation at the network level. A group affiliation is formed when actors (a) perceive themselves as members of a group and (b) share resources with each other despite an underlying competitive structure. We apply a concept of structural cohesion to small networks of exchange and identify two dimensions of such networks that foster a group affiliation: the network-wide potential for inclusion in exchanges and the inequality of structural power. These structural properties are theorized to generate positive emotions and cognitions that promote collectively oriented behavior toward others in the exchange network, even if such behavior runs counter to individual self-interest. We theorize and test how and when such structural properties give rise to embedded social relations, thereby forging connections between micro theories of exchange and macro theories of social embeddedness

Emotion and Group Cohesion in Productive Exchange

This study refines and experimentally tests a theory of relational cohesion that explains how and when actors become committed to one another in the context of multiactor exchange. The theory asserts that frequent social exchange results in (1) positive emotions that solidify and strengthen the person-to-group bond and (2) uncertainty reduction that renders the focal group more salient in relation to others. These two mechanisms produce a sense of psychological group formation and ultimately increase observable acts of commitment. In a “productive exchange” setting, three actors negotiate a joint venture that requires the assent of all members. The exchanges featured two forms of commitment behavior: the giving of small token gifts and the decision to invest in a three-way prisoner’s dilemma. The results suggest that positive emotion and uncertainty reduction are theoretically distinct and affect commitment behavior through different mechanisms. The article concludes by discussing the general implications for commitment and social order

The Emergence of Embedded Relations and Group Formation in Networks of Competition

This study examines how and when small networks of self-interested agents generate a group tie or affiliation at the network level. A group affiliation is formed when actors (a) perceive themselves as members of a group and (b) share resources with each other despite an underlying competitive structure. We apply a concept of structural cohesion to small networks of exchange and identify two dimensions of such networks that foster a group affiliation: the network-wide potential for inclusion in exchanges and the inequality of structural power. These structural properties are theorized to generate positive emotions and cognitions that promote collectively oriented behavior toward others in the exchange network, even if such behavior runs counter to individual self-interest. We theorize and test how and when such structural properties give rise to embedded social relations, thereby forging connections between micro theories of exchange and macro theories of social embeddedness.Lawler88_Emergence_of_Embedded_Relations_and_Group_Formation.pdf: 80 downloads, before Oct. 1, 2020