Accession Number : AD0662072
Title : NEGOTIATION AND CONFLICT: AN EXPERIMENTAL STUDY.
Descriptive Note : Technical rept.,
Corporate Author : ILLINOIS UNIV URBANA GROUP EFFECTIVENESS RESEARCH LAB
Personal Author(s) : McGrath,Joseph E. ; Julian,James W.
Report Date : JUL 1962
Pagination or Media Count : 115
Abstract : The report describes an experiment involving 60 four person negotiation groups, each with one member in the role of a 'minority-of-one,' two agreeing members in 'majority' roles, and a neutral 'moderator.' The study views negotiation as involving conflict at three levels: (a) inter-group conflict between the parties represented in the negotiation; (b) intra-group conflict among the negotiators themselves, considered as members of a small, task-oriented group; and (c) intra-individual or role conflict for the individual negotiators. Three major results were obtained: (a) Interpersonal relationships in the negotiation groups differed significantly as a function of the individual's role in the group. (b) Perceived task success led to differences in situational adjustment of incumbents of different roles. (c) The degree of inter-personal hostility displayed during the negotiation was significantly related to group cohesiveness, average member adjustment and group task success. Results of the study led to the formulation of a tentative model for analysis of negotiation as a complex social-psychological process, and hypotheses for a systematic extension of research in this problem area.
Descriptors : (*GROUP DYNAMICS, *BARGAINING), (*DECISION MAKING, *GAME THEORY), BEHAVIOR, ADJUSTMENT(PSYCHOLOGY), DETERMINANTS(MATHEMATICS), PERCEPTION(PSYCHOLOGY), PERSONALITY, SOCIAL COMMUNICATION, ATTITUDES(PSYCHOLOGY)
Subject Categories : Psychology
Distribution Statement : APPROVED FOR PUBLIC RELEASE