Constituent's bargaining orientation and intergroup negotiations

Alan A. Benton*, Daniel Druckman

*Corresponding author for this work

Research output: Contribution to journalArticle

61 Citations (Scopus)

Abstract

The bargaining behavior of 80 pairs of female undergraduates on a competitive reward‐allocation task was examined. The participants either bargained for themselves or represented the interests of a constituent as well as themselves. Representatives were given information indicating that their constituent expected them to win or to behave cooperatively, or they were given no information concerning their constituent's bargaining orientation. Consistent with previous research, the present findings indicated that representational role obligations tend to increase competition between negotiators. However, the findings also revealed, that this tendency is reduced when pressure to cooperate is applied by constituents to at least one of the representatives. Procedures that aid in the resolution of intergroup conflict were discussed.

Original languageEnglish
Pages (from-to)141-150
Number of pages10
JournalJournal of Applied Social Psychology
Volume4
Issue number2
DOIs
Publication statusPublished - 1974
Externally publishedYes

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