NEGOTIATION AND CONFLICT: AN EXPERIMENTAL STUDY.
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.
Document Details
- Document Type
- Technical Report
- Publication Date
- Jul 01, 1962
- Accession Number
- AD0662072
Entities
People
- James W. Julian
- Joseph E. Mcgrath
Organizations
- University of Illinois Urbana–Champaign