ROLE ASSIGNMENT AND ATTITUDINAL COMMITMENT AS FACTORS IN NEGOTIATION.

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)

Document Details

Document Type
Technical Report
Publication Date
Aug 01, 1965
Accession Number
AD0625387

Entities

People

  • Joseph E. Mcgrath
  • Neil J. Vidmar

Organizations

  • University of Illinois Urbana–Champaign

Tags

DTIC Thesaurus Topics

  • Buildings And Structures
  • Human Factors Engineering
  • Interdisciplinary Science
  • Musculoskeletal And Neural Physiology
  • Negotiations
  • Psychological Phenomena And Processes
  • Standards
  • Task Performance And Analysis

Fields of Study

  • Psychology

Readers

  • International Relations and European Studies
  • Organizational Psychology.
  • Regression Analysis.