2023
Working Paper
HBS Working Paper Series

The Link Between Integrative Bargaining and Leadership Evaluations

By: Julian J. Zlatev and Francis J. Flynn

Format:Print
| Language:English
| Pages:41

Abstract

We draw from implicit leadership theory and the dual concern theory of conflict resolution to posit a link between negotiation style and leadership evaluations. Specifically, we propose that individuals who are more skilled at integrative, but not distributive, bargaining are judged as better leaders because effective leadership is associated with a concern for others’ well-being. First, we find that better integrative outcomes in a negotiation simulation are associated with more favorable leadership evaluations and subsequent selection into a competitive leadership program, whereas better distributive outcomes are not. Second, we provide experimental evidence that skilled integrative bargainers are viewed as having more leadership potential than skilled distributive bargainers. Finally, using both hypothetical and actual leaders, we find robust evidence to support our proposed psychological mechanism for the link between integrative bargaining and leadership evaluations—a perceived concern for others’ well-being.

Keywords

Prosocial Behavior; Leadership; Negotiation; Conflict and Resolution; Performance Evaluation

Citation

Zlatev, Julian J., and Francis J. Flynn. "The Link Between Integrative Bargaining and Leadership Evaluations." Harvard Business School Working Paper, No. 23-044, January 2023.