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Small group negotiation : do individualists exploit cooperators?

Schei, Vidar; Rognes, Jørn K.
Working paper
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URI
http://hdl.handle.net/11250/164284
Date
2003-04
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  • Discussion papers (SOL) [27]
Abstract
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.
Publisher
Norwegian School of Economics and Business Administration. Department of Strategy and Management
Series
Discussion paper
2003:2

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