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Across three experiments, the authors show that negotiators tend to prioritize resolving immediate conflicts and claiming short-term value, often failing to preserve resources for more efficient future agreements. The findings highlight how trust and temporal interdependence influence information exchange and long-term negotiation efficiency."},{"key":"10.1016\/j.copsyc.2026.102467_bib63","unstructured":"This paper examines how small talk functions as a contracting device by strengthening trust and cooperative norms in situations with incomplete contracts. Across experimental studies, the authors show that even brief, agenda-free conversations increase cooperation, investment, and efficient outcomes in negotiation and coordination games. The findings suggest that small talk can shift both beliefs and preferences, helping negotiators build trust and sustain cooperative relationships."},{"key":"10.1016\/j.copsyc.2026.102467_bib64","unstructured":"This article examines whether the well-established link between trust and information exchange in negotiations applies equally across cultures. Using a meta-analysis, surveys, experiments, and simulations, the authors find that in Western cultures, higher trust levels strongly predict open information exchange and joint gains. In East Asian cultures, however, this relationship is weaker because trust tends to operate within a narrower \u201ctrust radius,\u201d meaning people reserve trust primarily for close in-groups. Instead, \u201charmony concern,\u201d or the motivation to maintain harmonious relationships and avoid conflict, becomes a key driver of information exchange and cooperative outcomes in negotiations."},{"key":"10.1016\/j.copsyc.2026.102467_bib65","unstructured":"This paper examines negotiators' fears that attempting to negotiate may jeopardize a deal. Across seven studies, the authors show that job candidates consistently overestimate the likelihood that negotiating will cause an offer to be withdrawn, compared to hiring managers' actual reports and perceptions. The studies further show that these fears increase negotiation avoidance, even though candidates who negotiate generally achieve better outcomes."},{"key":"10.1016\/j.copsyc.2026.102467_bib66","unstructured":"This paper provides a meta-analytic and experimental review of first offers in negotiations. The authors show that ambitious first offers generally improve economic outcomes, but they also increase impasses and reduce counterparts' subjective and relational outcomes. The findings highlight the tension between value claiming and relationship management in negotiations."},{"key":"10.1016\/j.copsyc.2026.102467_bib67","unstructured":"This study reconceptualizes sales closing as a relational process rather than a set of isolated tactics. Using 111 videotaped buyer\u2013seller interactions and customer surveys, the findings show that effective closing depends on customer amicability: direct closing approaches work better with more amicable customers, whereas indirect approaches are more effective with less amicable customers. The study also finds that post-sale assurance significantly improves customers' perceptions of salesperson responsiveness, empathy, and relationship commitment."},{"key":"10.1016\/j.copsyc.2026.102467_bib68","unstructured":"This study examines how genuine small talk builds rapport in B2B negotiations. Using qualitative interviews with industry professionals, the author shows that behaviors such as empathy, active listening, positivity, and curiosity strengthen rapport, trust, and information exchange, leading to more constructive negotiation outcomes."},{"key":"10.1016\/j.copsyc.2026.102467_bib69","unstructured":"This paper examines how firms manage long-term supply relationships despite incomplete contracts. Using evidence from agribusiness supply chains, the authors show that recurrent interaction, relational norms, and nonlegal enforcement mechanisms help firms maintain flexibility, trust, and cooperation under conditions of uncertainty."}],"container-title":["Current Opinion in Psychology"],"original-title":[],"language":"en","link":[{"URL":"https:\/\/api.elsevier.com\/content\/article\/PII:S2352250X2600206X?httpAccept=text\/xml","content-type":"text\/xml","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/api.elsevier.com\/content\/article\/PII:S2352250X2600206X?httpAccept=text\/plain","content-type":"text\/plain","content-version":"vor","intended-application":"text-mining"}],"deposited":{"date-parts":[[2026,10,15]],"date-time":"2026-10-15T13:08:31Z","timestamp":1792069711000},"score":1,"resource":{"primary":{"URL":"https:\/\/linkinghub.elsevier.com\/retrieve\/pii\/S2352250X2600206X"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2027,2]]},"references-count":69,"alternative-id":["S2352250X2600206X"],"URL":"https:\/\/doi.org\/10.1016\/j.copsyc.2026.102467","relation":{},"ISSN":["2352-250X"],"issn-type":[{"value":"2352-250X","type":"print"}],"subject":[],"published":{"date-parts":[[2027,2]]},"assertion":[{"value":"Elsevier","name":"publisher","label":"This article is maintained by"},{"value":"Negotiation and relationships: Insights from adjacent, psychologically-grounded literature","name":"articletitle","label":"Article Title"},{"value":"Current Opinion in Psychology","name":"journaltitle","label":"Journal Title"},{"value":"https:\/\/doi.org\/10.1016\/j.copsyc.2026.102467","name":"articlelink","label":"CrossRef DOI link to publisher maintained version"},{"value":"article","name":"content_type","label":"Content Type"},{"value":"\u00a9 2026 Elsevier Ltd. 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