Negotiation processes and outcomes in prosocially and egoistically motivated groups

Bianca Beersma, Carsten K W De Dreu

Research output: Contribution to JournalArticleAcademicpeer-review

Abstract

This experiment examined the effects of motivational orientation (prosocial versus egoistic) on interpersonal trust, negotiation behavior, amount of impasses, and joint outcomes in three-person negotiations. Students participated in a joint venture negotiation, in which motivational orientation was manipulated by allocating individual incentives (egoistic motive) vs. team incentives (prosocial motive). Results indicated that prosocially motivated negotiators achieved more integrative agreements and fewer impasses, and reported higher trust, more problem solving, and less contending behavior than egoistically motivated negotiators. Hierarchical regression suggested that the finding that prosocial groups achieved higher joint outcomes can be explained by higher levels of trust, more problem solving behavior, and less contending behavior in prosocial groups.

Original languageEnglish
Pages (from-to)385-402
Number of pages18
JournalInternational Journal of Conflict Management
Volume10
Issue number4
DOIs
Publication statusPublished - 1999

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incentive
problem-solving behavior
joint venture
Group
Students
regression
human being
Experiments
experiment
Negotiation process
student
Problem solving
Incentives
Negotiation behaviour
Hierarchical regression
Experiment
Interpersonal trust
Joint ventures

Cite this

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abstract = "This experiment examined the effects of motivational orientation (prosocial versus egoistic) on interpersonal trust, negotiation behavior, amount of impasses, and joint outcomes in three-person negotiations. Students participated in a joint venture negotiation, in which motivational orientation was manipulated by allocating individual incentives (egoistic motive) vs. team incentives (prosocial motive). Results indicated that prosocially motivated negotiators achieved more integrative agreements and fewer impasses, and reported higher trust, more problem solving, and less contending behavior than egoistically motivated negotiators. Hierarchical regression suggested that the finding that prosocial groups achieved higher joint outcomes can be explained by higher levels of trust, more problem solving behavior, and less contending behavior in prosocial groups.",
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Negotiation processes and outcomes in prosocially and egoistically motivated groups. / Beersma, Bianca; De Dreu, Carsten K W.

In: International Journal of Conflict Management, Vol. 10, No. 4, 1999, p. 385-402.

Research output: Contribution to JournalArticleAcademicpeer-review

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