TY - JOUR
T1 - Conflict's consequences
T2 - Effects of social motives on postnegotiation creative and convergent group functioning and performance
AU - Beersma, Bianca
AU - De Dreu, Carsten K W
PY - 2005/9
Y1 - 2005/9
N2 - Two studies tested the effects of social motives during negotiation on postnegotiation group performance. In both experiments, a prosocial or a proself motivation was induced, and participants negotiated in 3-person groups about a joint market. In Experiment 1, groups subsequently performed an advertisement task. Consistent with the authors' predictions, results showed that proself groups performed worse on the convergent aspects of this task but better on the divergent aspects than prosocial groups. In Experiment 2, the authors manipulated social motive and negotiation (negotiation vs. no negotiation), and groups performed a creativity task (requiring divergent performance) or a planning task (requiring convergent performance). Proself groups showed greater dedication, functioned more effectively, and performed better than prosocial groups on the creativity task, whereas prosocial groups showed greater dedication, functioned more effectively, and performed better than proself groups on the planning task, and these effects only occurred when the task was preceded by group negotiation.
AB - Two studies tested the effects of social motives during negotiation on postnegotiation group performance. In both experiments, a prosocial or a proself motivation was induced, and participants negotiated in 3-person groups about a joint market. In Experiment 1, groups subsequently performed an advertisement task. Consistent with the authors' predictions, results showed that proself groups performed worse on the convergent aspects of this task but better on the divergent aspects than prosocial groups. In Experiment 2, the authors manipulated social motive and negotiation (negotiation vs. no negotiation), and groups performed a creativity task (requiring divergent performance) or a planning task (requiring convergent performance). Proself groups showed greater dedication, functioned more effectively, and performed better than prosocial groups on the creativity task, whereas prosocial groups showed greater dedication, functioned more effectively, and performed better than proself groups on the planning task, and these effects only occurred when the task was preceded by group negotiation.
KW - Group negotiation
KW - Group performance
KW - Social motives
UR - http://www.scopus.com/inward/record.url?scp=27744572461&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=27744572461&partnerID=8YFLogxK
U2 - 10.1037/0022-3514.89.3.358
DO - 10.1037/0022-3514.89.3.358
M3 - Article
C2 - 16248719
AN - SCOPUS:27744572461
SN - 0022-3514
VL - 89
SP - 358
EP - 374
JO - Journal of Personality and Social Psychology
JF - Journal of Personality and Social Psychology
IS - 3
ER -