Getting the Floor: Motive-Consistent Strategy and Individual Outcomes in Multi-Party Negotiations

Group Decision and Negotiation - Tập 14 Số 1 - Trang 21-41 - 2005
Mary C. Kern1, Jeanne M. Brett1, Laurie R. Weingart2
1Management and Organizations Department, Kellogg School of Management, Northwestern University, 2001 Sheridan Road, Evanston, IL 60208, USA
2Graduate School of Industrial Administration, Carnegie Mellon University, Carnegie Mellon, 5000 Forbes Ave., Pittsburg, PA, 15213, USA

Tóm tắt

Từ khóa


Tài liệu tham khảo

Bazerman, M. H., E. A. Mannix, and L. L. Thompson. (1988). ?Groups as Mixed-Motive Negotiations,? Advances in Group Processes 5, 195?216.

Beggs, R. J., J. M. Brett, and L. R. Weingart. (2000). Teaching Notes for Towers Market. Evanston, IL: Northwestern University, Dispute Resolution Research Center.

Ben-Yoav, O. and D. G. Pruitt. (1984a). ?Accountability to Constituents: A Two-Edged Sword,? Organizational Behavior and Human Performance 34, 283?295.

Ben-Yoav, O. and D. G. Pruitt. (1984b). ?Resistance to Yielding and Expectation of Cooperative Future Interaction in Negotiation,? Journal of Experimental Social Psychology 20, 323?335.

Bonito, J. A. and A. B. Hollingshead. (1997). ?Participation in Small Groups,? in B. R. Burleson and A. W. Kunkel (eds.), Communication Yearbook 20. Thousand Oaks, CA: Sage, pp. 227?261.

Carnevale, P. J., D. G. Pruitt, and S. D. Britton. (1979). ?Looking Tough: The Negotiator under Constituent Surveillance,? Personality and Social Psychology Bulletin 5, 118?121.

Cohen, J. (1960). ?A Coefficient of Agreement for Nominal Scales,? Educational and Psychological Measurement 20, 37?46.

Cohen, J. and P. Cohen. (1983). Applied Multiple Regression/correlation Analysis for the Behavioral Sciences. Hillsdale, NJ: Lawrence Erlbaum.

De Dreu, C. K. W., L. R. Weingart, and S. Kwon. (2000). ?Influence of Social Motives on Integrative Negotiation: A Meta-Analytic Review and Test of Two Theories,? Journal of Personality and Social Psychology 78(5), 889?905.

Greenacre, M. J. (1993). Correspondence Analysis in Practice. London: Academic Press.

Haberman, S. J. (1973). ?The Analysis of Residuals in Cross-Classified Tables,? Biometrics 29, 205?220.

Hoffman, L. R. (1979). The Group Problem-Solving Process: Studies of a Valence Model. New York: Praeger.

Hoffman, L. R. and G. B. Kleinman. (1994). ?Individual and Group Problem Solving: The Valence Model Redressed,? Human Communication Research 21, 36?59.

Hyder, E. B., M. J. Prietula, and L. R. Weingart. (2000). ?Getting to Best: Efficiency versus Optimality in Negotiation,? Cognitive Science 24(2), 169?204.

Jaccard, J., C. K. Wan, and R. Turrisi. (1990). ?The Detection and Interpretation of Interaction Effects Between Continuous Variables in Multiple Regression,? Multivariate Behavioral Research 25(4), 467?478.

James, L. and J. M. Brett. (1984). ?Mediators, Moderators and Tests for Mediation,? Journal of Applied Psychology 69, 307?321.

Kramer, R. (1991). ?The More the Merrier? Social Psychological Aspects of Multiparty Negotiations in Organizations,? in M. Bazerman, R. Lewicki, and B. Sheppard (eds.), Research on Negotiation in Organizations: Handbook of Negotiation Research. Greenwich, CT: JAI Press, pp. 307?332.

Locke, E. A. and G. P. Latham. (1990). A Theory of Goal Setting and Task Performance. Edgewood Cliffs, NJ: Prentice-Hall.

Lytle, A. L., J. M. Brett, and D. L. Shapiro. (1999). ?The Strategic Use of Interests, Rights, and Power to Resolve Disputes,? Negotiation Journal 15(1), 31?51.

McGrath, J. E. (1984). Groups: Interaction and Performance. Englewood Cliffs, NJ: Prentice-Hall.

Messick, D. M. and C. G. McClintock. (1968). ?Motivational Bases of Choice in Experimental Games,? Journal of Experimental Social Psychology 4, 1?25.

O?Connor, K. M. (1997). ?Motives and Cognitions in Negotiation: A Theoretical Integration and an Empirical Test,? The International Journal of Conflict Management 8, 114?131.

Olekalns, M. and P. L. Smith. (1999). ?Social Value Orientations and Strategy Choices in Competitive Negotiations,? Personality and Social Psychology Bulletin 25, 657?668.

Olekalns, M. and P. L. Smith. (2003). ?Testing the Relationships among Negotiators? Motivational Orientations, Strategy Choices, and Outcomes,? Journal of Experimental Social Psychology 39, 101?117.

Pruitt, D. G. (1983). ?Achieving Integrative Agreement,? in M. H. Bazerman and R. J. Lewicki (eds.), Negotiating in Organizations. Beverly Hills, CA: Sage, pp. 35?50.

Pruitt, D. G. and P. J. Carnevale. (1982). ?The Development of Integrative Agreements in Social Conflict,? in V. J. Derlega and J. Grzelak (eds.), Living with Other People. New York: Academic Press.

Pruitt, D. G., P. J. Carnevale, O. Ben-Yoav, T. H. Nochajski, and M. R. Van Slyk. (1983). ?Incentives for Cooperation in Integrative Bargaining,? in R. Teitz (ed.), Aspiration Levels in Bargaining and Economic Decision Making, Vol. 213, Berlin: Springer-Verlag, pp. 22?34.

Putnam, L. L. (1983). ?Small Group Work Climates: A Lag Sequential Analysis of Group Interaction,? Small Group Behavior 14, 465?494.

Putnam, L. L. and S. R. Wilson. (1989). ?Argumentation and Bargaining Strategies as Discriminators of Integrative Outcomes,? in M. A. Rahim (ed.), Managing Conflict: An Interdisciplinary Approach. New York: Praeger, pp. 121?141.

Schei, V. and J. K. Rognes. (2002). ?Individualistic and Cooperative Orientations in Small Group Negotiations.? Manuscript submitted for publication.

Shrout, P. E. and N. Bolger. (2002). ?Mediation in Experimental and Nonexperimental Studies: New Procedures and Recommendations,? Psychological Methods 7, 422?445.

Solomon, H. (1960). Mathematical Thinking in the Measurement of Behavior. Glencoe, IL: Free Press.

Thompson, L. and D. Hrebec. (1996). ?Lose-lose Agreements in Interdependent Decision Making,? Psychological Bulletin 120, 396?409.

Van Lange, P. A. M. (1999). ?The Pursuit of Joint Outcomes and Equality of Outcomes,? Journal of Personality and Social Psychology 77(2), 337?349.

Webster, A. M. (1973). Webster?s New Collegiate Dictionary. Springfield, MA: G & C. Merriam Company.

Weingart, L. R., R. J. Bennett, and J. M. Brett. (1993). ?The Impact of Consideration of Issues and Motivational Orientation on Group Negotiation Process and Outcome,? Journal of Applied Psychology 78(3), 504?517.

Weingart, L. R., J. M. Brett, and M. Olekalns. (2002). ?Conflicting Social Motives in Negotiating Groups,? Paper presented at Academy of Management Meetings, Denver, Colorado.

Weingart, L. R., E. B. Hyder, and M. J. Prietula. (1996). ?Knowledge Matters: The Effect of Tactical Descriptions on Negotiation Behavior and Outcome,? Journal of Applied Psychology 78, 504?517.

Weingart, L. R., and M. Olekalns. (2004). ?Communication Processes in Negotiation: Frequencies, Sequences, and Phases,? in M. Gelfand and J. Brett (eds.) The Handbook of Negotiation and Culture. Stanford, CA: Stanford University Press.

Weingart, L. R., L. L. Thompson, M. H. Bazerman, and J. S. Carroll. (1990). ?Tactical Behaviors and Negotiation Outcomes,? The International Journal of Conflict Management 1, 7?31.