Safe But Meek: Psychological Safety and Intrateam Negotiations

Authors:

Abstract: Research commonly assumes that high psychological safety uniformly benefits teams and their members. This research challenges that assumption by investigating its impact on intrateam negotiations. Contrary to the assumption that “more is better,” we predict that high levels of psychological safety may hinder competitive behaviors crucial for success when negotiating with team members. Relying on a recall study and two scenario studies, we show that, while psychological safety enhances cooperative behaviors, it suppresses necessary competitive behaviors, in part because negotiators fear that competition will undermine the team’s psychological safety. These tangible costs of psychological safety underscore the need for a more nuanced understanding of its impact, particularly in competitive contexts like negotiation.

Track: NEG

Keywords: intrateam negotiation; psychological safety, cooperative v competitive