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Knowing me, knowing you : own orientation and information about the

Schei, Vidar; Rognes, Jørn K.
Working paper
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URI
http://hdl.handle.net/11250/164286
Date
2003-04
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  • Discussion papers (SOL) [27]
Abstract
The purpose of this study was to examine the effects of motivational orientations on

negotiation outcomes in unstable negotiation contexts. Instability was created by

pitting individualists against cooperators (mixed dyads), and by giving only one of the

parties information about the other party’s orientation. A total of 162 subjects

participated in negotiation simulations, where orientation and information were

manipulated through instructions from management. The cooperative dyads got better

outcomes than did the individualistic dyads. The mixed dyads did as well as the

cooperative dyads when the cooperators had information, but did as badly as the

individualistic dyads when the individualists had information. The process analyses

indicated that the dyads with high outcomes achieved their results because the

integrative activities increased over time. In the mixed dyads with informed

individualists, the individualists reached higher individual outcome than their

cooperative (uninformed) opponents. Thus, naive cooperators can easily be exploited.
Publisher
Norwegian School of Economics and Business Administration. Department of Strategy and Management
Series
Discussion paper
2003:1

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