dc.contributor.author | Schei, Vidar | |
dc.contributor.author | Rognes, Jørn K. | |
dc.date.accessioned | 2007-06-28T08:00:39Z | |
dc.date.available | 2007-06-28T08:00:39Z | |
dc.date.issued | 2003-04 | |
dc.identifier.issn | 1503-5093 | |
dc.identifier.uri | http://hdl.handle.net/11250/164286 | |
dc.description.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. | en |
dc.language.iso | eng | en |
dc.publisher | Norwegian School of Economics and Business Administration. Department of Strategy and Management | en |
dc.relation.ispartofseries | Discussion paper | en |
dc.relation.ispartofseries | 2003:1 | en |
dc.title | Knowing me, knowing you : own orientation and information about the | en |
dc.type | Working paper | en |
dc.subject.nsi | VDP::Samfunnsvitenskap: 200::Psykologi: 260::Organisasjonspsykologi: 268 | en |