Small group negotiation : do individualists exploit cooperators?
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Small heterogeneous groups are increasingly used to negotiate important decisions. This study examines how the differences in motivational orientations impact negotiation outcomes in three-person groups. We examined the effects on outcomes of varying the number of members with an individualistic motivational orientation (goal of maximizing own outcome) and with a cooperative motivational orientation (goal of maximizing both own and joint outcome). A total of 231 students participated in a negotiation simulation. At the individual level, negotiators with an individualistic orientation outperformed negotiators with a cooperative orientation in mixed groups. The criteria that determined satisfaction also differed depending upon orientation. At the group level, perceived fairness, but not the quality of the agreement, varied between groups. Members in groups with only cooperatively oriented members perceived the negotiation to be fairer than did members in other groups.
PublisherNorwegian School of Economics and Business Administration. Department of Strategy and Management