Strategies for managing interorganizational conflict: A laboratory paradigm

Louis W. Stern*, Brian Sternthal, C. Samuel Craig

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

16 Scopus citations


Developed a laboratory paradigm for examining interorganizational conflict and its management. 62 3-person groups (drawn randomly from 282 business administration students) participated 2 groups at a time. One group acted as manufacturer and the other as wholesaler, their goal being agreement on the price and quantity of microscalpels. Conflict was induced by presenting a profit-loss matrix, a bogus distribution of past groups' earnings, and contrived information on complementary skills of group members. Semantic differential responses differed significantly (p < .05) for conflict-management groups (superordinate goal, and exchange of persons) and no-conflict-management groups, indicating lessening conflict in the former groups. There were no specific differences on in-group/out-group items. Expressive-Malintegrative Behavior Indexes, derived from Bales's Interaction Process Analysis, provided further support for the exchange-of-persons strategy. (31 ref) (PsycINFO Database Record (c) 2006 APA, all rights reserved).

Original languageEnglish (US)
Pages (from-to)472-482
Number of pages11
JournalJournal of Applied Psychology
Issue number4
StatePublished - Aug 1975


  • laboratory paradigm, interorganizational conflict management strategies, business administration students

ASJC Scopus subject areas

  • Applied Psychology


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