The Impact of Consideration of Issues and Motivational Orientation on Group Negotiation Process and Outcome

Laurie R. Weingart*, Rebecca J. Bennett, Jeanne M. Brett

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

189 Scopus citations

Abstract

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

Original languageEnglish (US)
Pages (from-to)504-517
Number of pages14
JournalJournal of Applied Psychology
Volume78
Issue number3
DOIs
StatePublished - Jun 1993

ASJC Scopus subject areas

  • Applied Psychology

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