Accession Number : AD0625387

Title :   ROLE ASSIGNMENT AND ATTITUDINAL COMMITMENT AS FACTORS IN NEGOTIATION.

Descriptive Note : Technical rept.,

Corporate Author : ILLINOIS UNIV URBANA DEPT OF PSYCHOLOGY

Personal Author(s) : Vidmar,Neil J. ; McGrath,Joseph E.

Report Date : AUG 1965

Pagination or Media Count : 85

Abstract : This study investigated the effects of role assignment and attitudinal commitment on task performance and attitudes in negotiation groups. Negotiation groups were studied in a laboratory situation using subjects from real reference groups negotiating on a meaningful subject. The findings fall into two main categories: (2) Negotiation groups composed of two members from one reference group, with one negotiator having a cross-role assignment, were able to set forth more impartial solutions than standard negotiation groups composed of members representing their own reference groups. (2) Within a standard negotiation group the less committed the negotiators were to their respective reference groups, the better the group performed. (Author)

Descriptors :   (*SOCIAL PSYCHOLOGY, DECISION MAKING), SOCIAL COMMUNICATION, ATTITUDES(PSYCHOLOGY), GROUP DYNAMICS, APPLIED PSYCHOLOGY

Subject Categories : Psychology

Distribution Statement : APPROVED FOR PUBLIC RELEASE