Negotiators' social motives (cooperative vs. individualistic) influence their strategic behaviors. In this study, the authors used multilevel modeling and analyses of strategy sequences to test hypotheses regarding how negotiators' social motives and the composition of the group influence group members' negotiation strategies. Four-person groups negotiating a 5-issue mixed-motive decision-making task were videotaped, and the tapes were transcribed and coded. Group composition included 2 homogeneous conditions (all cooperators and all individualists) and 3 heterogeneous conditions (3 cooperators and 1 individualist, 2 cooperators and 2 individualists, 1 cooperator and 3 individualists). Results showed that cooperative negotiators adjusted their use of integrative and distributive strategies in response to the social-motive composition of the group, but individualistic negotiators did not. Results from analyses of strategy sequences showed that cooperators responded more systematically to others' behaviors than did individualists. They also redirected the negotiation depending on group composition.
Download full-text PDF |
Source |
|---|---|
| http://dx.doi.org/10.1037/0022-3514.93.6.994 | DOI Listing |
Publication Analysis
Top Keywords
Similar Publications
Managing malice in negative environments: the mediating effect of coping styles on the relationship between negative sense of place and malevolent creativity among Chinese high school students.
BMC Psychol
January 2025
College of Education, Zhejiang Normal University, Yingbin Avenue, Jinhua, China.
Background: Creativity motivated by negative intentions can be referred to as malevolent creativity. While existing findings have largely focused on environmental or individual factors influencing malevolent creativity, less attention has been directed towards understanding how the sense of place-derived from individual-environment interaction-affects malevolent creativity. Additionally, the role of coping styles as mediating mechanisms in negative environments has been insufficiently explored.
View Article and Find Full Text PDFHonesty threshold affects individuals' resistance to monetary temptations.
Sci Rep
January 2025
School of Psychology, South China Normal University, Guangzhou, 510631, China.
This study investigated whether honesty is a stable trait or varies depending on situational factors. Using a coin flip guessing paradigm with monetary rewards, 33 participants completed trials with rewards ranging from 0.01 to 3 yuan.
View Article and Find Full Text PDFExploring the General Acceptability and User Experience of a Digital Therapeutic for Cognitive Training in a Singaporean Older Adult Population: Qualitative Study.
JMIR Form Res
January 2025
The Institute for Digital Medicine (WisDM), Yong Loo Lin School of Medicine, National University of Singapore, Singapore, Singapore.
Background: Singapore's large aging population poses significant challenges for the health care system in managing cognitive decline, underscoring the importance of identifying and implementing effective interventions. Cognitive training delivered remotely as a digital therapeutic (DTx) may serve as a scalable and accessible approach to overcoming these challenges. While previous studies indicate the potential of cognitive training as a promising solution for managing cognitive decline, understanding the attitudes and experiences of older adults toward using such DTx platforms remains relatively unexplored.
View Article and Find Full Text PDFPredictive Model of Self-Management and Quality of Life for Patients on Hemodialysis Using Information-Motivation-Behavioral Skills Model: A Cross-Sectional Study.
Nurs Health Sci
March 2025
College of Nursing, Jeonbuk National University, Jeonju, Republic of Korea.
The aim of this study was to develop and validate a predictive model to enhance self-management and quality of life in patients undergoing hemodialysis, using the Information-Motivation-Behavioral (IMB) skills model. A cross-sectional study design was employed, with data collected from 245 participants selected through convenience sampling from seven hemodialysis centers in the Republic of Korea. Data were gathered using a structured questionnaire and analyzed with descriptive statistics, Pearson's correlation coefficients, and path analysis, utilizing Statistical Package for the Social Sciences 27 and Amos 23.
View Article and Find Full Text PDFWant AI Summaries of new PubMed Abstracts delivered to your In-box?
Enter search terms and have AI summaries delivered each week - change queries or unsubscribe any time!