The impact of consideration of issues and motivational orientation on group negotiation process and outcome.

摘要: In 2 studies the authors tested effects of motivational orientation (cooperative vs. individualistic) and issue consideration (simultaneous sequential) on negotiation process outcome quality attained by 4-person groups engaged in a multi-issue negotiation. Study 1 (n = 84) showed that both cooperative simultaneous improved quality. Simultaneous issues also increased likelihood reaching agreement. 2, focusing process, were more trusting less argumentation. issue-consideration exchanged information had greater insight into other parties' priorities. A lag sequential analysis with overcame limits discussing sequentially engaging norms reciprocity mutuality