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Are Individualistic Orientations Collectively Valuable in Group Negotiations?

[journal article]

Schei, Vidar; Rognes, Jørn K.; De Dreu, Carsten K. W.

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Further Details
Abstract This experiment examines how members' individualistic or cooperative motivational orientations affect the processes and outcomes of negotiating groups. A total of 228 students participated in a three-person negotiation simulation where motivational orientations were induced through written instructions and members were aware of each other's orientations. Results showed that groups with only cooperative members were more satisfied with their negotiations than were groups with other member compositions. Conversely, groups with only individualistic members achieved higher joint gains than did groups with other member compositions. Process analyses indicated that individualistic groups increased their integrative activities and decreased their distributive activities toward the end of their negotiations. Our results challenge the dominant view that individualistic orientations are detrimental for group processes and outcomes.
Keywords information
Free Keywords cooperation; integrative and distributive processes; motivational orientation; negotiating groups;
Document language English
Publication Year 2008
Page/Pages p. 371-385
Journal Group Processes & Intergroup Relations, 11 (2008) 3
DOI http://dx.doi.org/10.1177/1368430208090648
Status Postprint; peer reviewed
Licence PEER Licence Agreement (applicable only to documents from PEER project)