THE SOCIAL PSYCHOLOGY OF BILATERAL NEGOTIATION,
Abstract
The purpose of this study was to investigate certain aspects of bilateral negotiation in an attempt to better understand this important social process. The experimental setting was the Inter-Nation Simulation which, while allowing the experimenter control over the negotiation situation, insured a considerable amount of ego involvement on the part of the participants. The problem of negotiation is stated to be one of compromise. The negotiators reach agreement by locating a profit split which lies somewhere between their respective levels of aspiration. The principal focus of this study is upon the negotiators' levels of aspiration, treating them as dependent and independent variables. (Author)
Document Details
- Document Type
- Technical Report
- Publication Date
- Aug 01, 1963
- Accession Number
- AD0426088
Entities
People
- Allen William Sherman
Organizations
- Northwestern University