Social value orientations and negotiator outcomes
作者： Mara Olekalns , Philip L. Smith , Rachael Kibby
DOI: 10.1002/(SICI)1099-0992(199603)26:2<299::AID-EJSP756>3.0.CO;2-H
关键词: Cognition 、 Social relation 、 Psychology 、 Social psychology 、 Negotiation 、 Outcome (game theory) 、 Value (ethics) 、 Social value orientations 、 Competitor analysis 、 Interdependence
摘要: Social value orientations (SVOs) are known to influence individual behaviour in outcome interdependent settings. By extending these findings negotiation, this research investigates the relationship between own and partners' SVOs, negotiator strategies outcomes. Results showed that cooperators, competitors individualists could be distinguished terms of initial demands concessions. Competitors made higher larger concessions than or suggesting their ability maximize differences rests on whether structural features congruent with goal. The principal finding was demonstration SVO interact determine three groups differed context sensitivity : competitor outcomes were invariant across partners achieved poor negotiations cooperators and, reciprocally, attained high individualists. Additionally, individualist worsened last while those as a function role partner's SVO. These results suggest although information used by differs, for both cognitive representation is further factor influencing
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