Article ID | Journal | Published Year | Pages | File Type |
---|---|---|---|---|
10468654 | Journal of Experimental Social Psychology | 2011 | 7 Pages |
Abstract
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.
Keywords
Related Topics
Life Sciences
Neuroscience
Behavioral Neuroscience
Authors
Vidar Schei, Jørn K. Rognes, Debra L. Shapiro,