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Reactions to Intergroup Competition Under Win-Lose Conditions

Author

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  • Robert R. Blake

    (The University of Texas)

  • Jane Srygley Mouton

    (The University of Texas)

Abstract

Findings from investigations concerning the dynamics of intergroup competition under win-lose conditions are summarized first. The second step is to demonstrate, by presenting a synopsis of a real case, how these findings can be applied in converting a situation of management-union conflict into one of collaboration. The conclusion is that the industrial ethic which causes groups to interact with one another on a competitive win-lose basis, must and can be replaced by the new ethic which makes it possible for groups to approach their differences in points of view from a problem-solving orientation based on openness and reinforced by mutual respect and trust.

Suggested Citation

  • Robert R. Blake & Jane Srygley Mouton, 1961. "Reactions to Intergroup Competition Under Win-Lose Conditions," Management Science, INFORMS, vol. 7(4), pages 420-435, July.
    • Handle: RePEc:inm:ormnsc:v:7:y:1961:i:4:p:420-435
    DOI: 10.1287/mnsc.7.4.420
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    Cited by:

    1. Leonardelli, Geoffrey J. & Gu, Jun & McRuer, Geordie & Medvec, Victoria Husted & Galinsky, Adam D., 2019. "Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma: How a choice of first offers increases economic and relational outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 152(C), pages 64-83.
    2. Kane, Aimee A. & Argote, Linda & Levine, John M., 2005. "Knowledge transfer between groups via personnel rotation: Effects of social identity and knowledge quality," Organizational Behavior and Human Decision Processes, Elsevier, vol. 96(1), pages 56-71, January.
    3. Chavanne, David & McCabe, Kevin & Paganelli, Maria Pia, 2011. "Whose money is it anyway? Ingroups and distributive behavior," Journal of Economic Behavior & Organization, Elsevier, vol. 77(1), pages 31-39, January.
    4. Aimée A. Kane & Natalia Levina, 2017. "‘Am I Still One of Them?’: Bicultural Immigrant Managers Navigating Social Identity Threats When Spanning Global Boundaries," Journal of Management Studies, Wiley Blackwell, vol. 54(4), pages 540-577, June.
    5. Daniel Druckman, 1994. "Determinants of Compromising Behavior in Negotiation," Journal of Conflict Resolution, Peace Science Society (International), vol. 38(3), pages 507-556, September.

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