کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
10468654 926469 2011 7 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Can individualists and cooperators play together? The effect of mixed social motives in negotiations
موضوعات مرتبط
علوم زیستی و بیوفناوری علم عصب شناسی علوم اعصاب رفتاری
پیش نمایش صفحه اول مقاله
Can individualists and cooperators play together? The effect of mixed social motives in negotiations
چکیده انگلیسی
Despite noting the likelihood of dissimilar motives in many transactions, previous negotiation research has focused on negotiations whose participants were similarly motivated (to be cooperative or individualistic). In this paper, we answer recent calls to examine “mixed dyads” (i.e. negotiators with differing social motives) in addition to homogeneous dyads. Our results showed that cooperative - and mixed - dyads both experienced significantly more positive negotiation processes and outcomes than individualistic dyads. We discuss the important roles communication and reciprocity may have in helping individualists and cooperators to reach mutually beneficial agreements.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Experimental Social Psychology - Volume 47, Issue 2, March 2011, Pages 371-377
نویسندگان
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