Dogmatism, prenegotiation experience, and simulated group representation as determinants of dyadic behavior in a bargaining situation

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Abstract

A 2 * 2 * 2design with 15 replications in each cell was used to assess the relativecontribution of personality and situational variables in determining conflictresolution. the task was a simulation of the collective-bargaining process.assignment to roles was made on the basis of extreme scores on alabor-management attitude scale unilateral prenegotiation experience wasseparated from group loyalty, and a modification of the dogmatism scale wasused as the personality variable. the results were consistent across 4 measuresof conflict resolution. resistance to compromise was associated with unilateralplanning of strategy (as contrasted with bilateral discussion) and with highscores on the modified dogmatism scale. whether bargainers represented groupsor themselves did not have a significant effect on compromise behavior.bilateral study experience resulted in more agreement on the ranked importanceof the issues than strategy experience. differential yielding by issue wasrelated to the perceived defensibility of the starting positions on each issue.(25 ref.) (psycinfo database record (c) 2006 APA, all rights reserved).

LanguageEnglish
Pages279-290
Number of pages12
JournalJournal of Personality and Social Psychology
Volume6
Issue number3
DOIs
Publication statusPublished - Jul 1967
Externally publishedYes

Fingerprint

dogmatism
Personality
Collective Bargaining
determinants
compromise
Negotiating
personality
bargaining
experience
attitude scale
Group
Databases
conflict resolution
loyalty
simulation
management

Keywords

  • BARGAINING SITUATION/DYADIC
  • DOGMATISM
  • PRENEGOTIATION EXPERIENCE
  • SIMULATED GROUP REPRESENTATION
  • conflict resolution

Cite this

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title = "Dogmatism, prenegotiation experience, and simulated group representation as determinants of dyadic behavior in a bargaining situation",
abstract = "A 2 * 2 * 2design with 15 replications in each cell was used to assess the relativecontribution of personality and situational variables in determining conflictresolution. the task was a simulation of the collective-bargaining process.assignment to roles was made on the basis of extreme scores on alabor-management attitude scale unilateral prenegotiation experience wasseparated from group loyalty, and a modification of the dogmatism scale wasused as the personality variable. the results were consistent across 4 measuresof conflict resolution. resistance to compromise was associated with unilateralplanning of strategy (as contrasted with bilateral discussion) and with highscores on the modified dogmatism scale. whether bargainers represented groupsor themselves did not have a significant effect on compromise behavior.bilateral study experience resulted in more agreement on the ranked importanceof the issues than strategy experience. differential yielding by issue wasrelated to the perceived defensibility of the starting positions on each issue.(25 ref.) (psycinfo database record (c) 2006 APA, all rights reserved).",
keywords = "BARGAINING SITUATION/DYADIC , DOGMATISM, PRENEGOTIATION EXPERIENCE, SIMULATED GROUP REPRESENTATION, conflict resolution",
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year = "1967",
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journal = "Journal of Personality and Social Psychology",
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