Getting the Floor: Persistence, Motives, Strategy, and Individual Outcomes in Multi-party Negotiations
Social motives influence negotiators’ actions and reactions. In this study we propose and test hypotheses about the relationships between negotiators’ motives, their persistence in use of integrative and distributive strategies, and individual outcomes in four-person mixed-motive negotiations. Cooperative negotiators in this multi-party setting engaged in more integrative and less distributive strategies than individualistic negotiators. However, negotiators’ individual outcomes in this multi-party context were not a direct function of motives mediated by strategy, but a function of the interaction between social motive and negotiator strategy. The more persistent cooperative negotiators were in their use of integrative strategies, the better their individual outcomes, although the same was not true for individualistic negotiators.
To our knowledge, this item is not available for
download. To find whether it is available, there are three
1. Check below under "Related research" whether another version of this item is available online.
2. Check on the provider's web page whether it is in fact available.
3. Perform a search for a similarly titled item that would be available.
|Date of creation:|
|Contact details of provider:|| Postal: Tepper School of Business, Carnegie Mellon University, 5000 Forbes Avenue, Pittsburgh, PA 15213-3890|
Web page: http://www.tepper.cmu.edu/
|Order Information:||Web: http://student-3k.tepper.cmu.edu/gsiadoc/GSIA_WP.asp|
When requesting a correction, please mention this item's handle: RePEc:cmu:gsiawp:-738783914. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Steve Spear)
If references are entirely missing, you can add them using this form.