Logo Logo

The Impact of Consideration of Issues and Motivational Orientation On Group Negotiation Process and Outcome, Journal of Applied Psychology

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.

Type

Article

Author(s)

Laurie R. Weingart, Jeanne Brett

Date Published

1993

Citations

Weingart, R. Laurie, and Jeanne Brett. 1993. The Impact of Consideration of Issues and Motivational Orientation On Group Negotiation Process and Outcome. Journal of Applied Psychology. 78(3): 504-517.

KELLOGG INSIGHT

Explore leading research and ideas

Find articles, podcast episodes, and videos that spark ideas in lifelong learners, and inspire those looking to advance in their careers.
learn more

COURSE CATALOG

Review Courses & Schedules

Access information about specific courses and their schedules by viewing the interactive course scheduler tool.
LEARN MORE

DEGREE PROGRAMS

Discover the path to your goals

Whether you choose our Full-Time, Part-Time or Executive MBA program, you’ll enjoy the same unparalleled education, exceptional faculty and distinctive culture.
learn more