Accession Number : AD0656368

Title :   LEADERSHIP IN NEGOTIATIONS AND THE COMPLEXITY OF CONCEPTUAL STRUCTURE.

Descriptive Note : Technical rept.,

Corporate Author : RUTGERS - THE STATE UNIV NEW BRUNSWICK N J

Personal Author(s) : Streufert,Siegfried ; Castore,Carl H. ; Kliger,Susan C.

Report Date : JUL 1967

Pagination or Media Count : 20

Abstract : Dyad negotiation teams (homogenous in the complexity of the individuals' conceptual structure) spent several hours attempting to solve a simulated international conflict situation. Every participant repeatedly rated himself and the other participants on Stogdill's ten leadership characteristics. The dyad member with the overall highest ratings on all scales was considered the dyad's leader. The effect of simplicity and complexity of conceptual structure on the degree to which leaders display Stogdill's leadership characteristics was analyzed in an ANOV design. The interaction effect for complexity and leadership characteristics was highly significant. Complex leaders were rated higher on 'Tolerance for Uncertainty', 'Assumption of Leadership Role', 'Consideration', and 'Predictive Accuracy'. Simple leaders were rated higher on 'Initiation of Structure', 'Production Emphasis' and 'Demands Reconciliation'. (Author)

Descriptors :   (*BARGAINING, *LEADERSHIP), DECISION MAKING, SOCIAL PSYCHOLOGY, BEHAVIOR, ATTITUDES(PSYCHOLOGY), PERSONALITY, SIMULATION

Subject Categories : Psychology

Distribution Statement : APPROVED FOR PUBLIC RELEASE