Year: 2003
Type: report
Abstract: Small heterogeneous groups are increasingly used to negotiate important decisions. This\nstudy examines how the differences in motivational orientations impact negotiation outcomes\nin three-person groups. We examined the effects on outcomes of varying the number of\nmembers with an individualistic motivational orientation (goal of maximizing own outcome)\nand with a cooperative motivational orientation (goal of maximizing both own and joint\noutcome). A total of 231 students participated in a negotiation simulation. At the individual\nlevel, negotiators with an individualistic orientation outperformed negotiators with a\ncooperative orientation in mixed groups. The criteria that determined satisfaction also differed\ndepending upon orientation. At the group level, perceived fairness, but not the quality of the\nagreement, varied between groups. Members in groups with only cooperatively oriented\nmembers perceived the negotiation to be fairer than did members in other groups.
Authors: Vidar Schei, Jørn K. Rognes
Language: English
Domain: Social Sciences
Open Access status: green
OpenAlex ID: W2490830965