Article

Conflicting social motives in negotiating groups.

David A. Tepper School of Business, Carnegie Mellon University, Pittsburg, PA 15213, USA.
Journal of Personality and Social Psychology (Impact Factor: 5.08). 01/2008; 93(6):994-1010. DOI: 10.1037/0022-3514.93.6.994
Source: PubMed

ABSTRACT Negotiators' social motives (cooperative vs. individualistic) influence their strategic behaviors. In this study, the authors used multilevel modeling and analyses of strategy sequences to test hypotheses regarding how negotiators' social motives and the composition of the group influence group members' negotiation strategies. Four-person groups negotiating a 5-issue mixed-motive decision-making task were videotaped, and the tapes were transcribed and coded. Group composition included 2 homogeneous conditions (all cooperators and all individualists) and 3 heterogeneous conditions (3 cooperators and 1 individualist, 2 cooperators and 2 individualists, 1 cooperator and 3 individualists). Results showed that cooperative negotiators adjusted their use of integrative and distributive strategies in response to the social-motive composition of the group, but individualistic negotiators did not. Results from analyses of strategy sequences showed that cooperators responded more systematically to others' behaviors than did individualists. They also redirected the negotiation depending on group composition.

4 Followers
 · 
210 Views
  • [Show abstract] [Hide abstract]
    ABSTRACT: Most negotiations are ill-structured situations, and the ability to identify novel options is likely to be crucial for success. This study, therefore, examined how creativity impacts negotiation processes and outcomes, and how this effect is moderated by positive arousal. The negotiators’ creative personality and their state of positive arousal were measured before they participated in a simulated negotiation, with the results demonstrating that the level of creativity in negotiation dyads was positively related to the negotiators’ joint outcome. Negotiators in high creativity dyads searched for more information by asking questions about priorities and were less narrowly focused by providing fewer single-issue offers than negotiators in low creativity dyads. Positive arousal did not affect outcome directly, but moderated the effect of creativity on joint outcomes; the effect of creativity was strongest under high levels of positive arousal. The discussion section emphasizes that future research may find creativity to have even more of a positive effect when negotiations become more complex.
    Creativity Research Journal 10/2013; 25(4):408-417. DOI:10.1080/10400419.2013.843336 · 0.75 Impact Factor
  • [Show abstract] [Hide abstract]
    ABSTRACT: This study experimentally examined how power and gender affect negotiation behaviors and how those behaviors affect negotiated outcomes. One hundred and forty-six dyads, in four combinations of power and gender, negotiated compensation agreements. In line with gender stereotypes, male negotiators were more dominating and females more obliging and somewhat more compromising. However, partially challenging the common association of power and masculinity, high-power negotiators were less dominating and more collaborating, obliging and avoiding than their low-power opponents. Generally, feminine and high-power behaviors induced agreement while masculine and low-power behaviors enhanced distributive personal gain. The study also assessed patterns of behavioral reciprocity and used sophisticated analytic tools to control for dyadic interdependence. Therefore it helps to elucidate the negotiation process and the role that power and its interplay with gender play in it.
    Negotiation and Conflict Management Research 02/2015; 8(1). DOI:10.1111/ncmr.12045 · 0.76 Impact Factor
  • Source
    Handbook of Research in Negotiation, Edited by Mara Olekalns, Mara Olekalns, 01/2013: chapter 1: pages 3-24; Edward Elgar., ISBN: 978 1 78100 589 7

Preview

Download
2 Downloads
Available from