Interdependence, social motives, and outcome satisfaction in multiparty negotiation

James J. Gillespie*, Jeanne M. Brett, Laurie R. Weingart

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

29 Scopus citations

Abstract

What makes negotiators satisfied with their outcomes? In this study, we examined whether interpersonal interdependence, in the context of multi-party multi-issue negotiation, affected negotiators' satisfaction with their individual and group outcomes. We integrated principles from interdependence, social comparison, and social value theories to generate hypotheses about the social-evaluative nature of satisfaction with negotiation outcomes. Controlling for differences in quality of individual outcomes, we found a positive association between satisfaction and individual outcome and a negative association between satisfaction and group outcome. Relative to those with prosocial social value orientation, negotiators with an individualistic social value orientation were less satisfied with the group outcome, regardless of induced motivational orientation. Neither motivational orientation nor an interaction between motivational orientation and social value orientation were related to satisfaction. We discuss the implications of our results for research on interdependence processes in negotiations and the role of social motives.

Original languageEnglish (US)
Pages (from-to)779-797
Number of pages19
JournalEuropean Journal of Social Psychology
Volume30
Issue number6
DOIs
StatePublished - Jan 1 2000

ASJC Scopus subject areas

  • Social Psychology

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