Social value orientations and negotiator outcomes

Social value orientations (SVOs) are known to influence individual behaviour in outcome interdependent settings. By extending these findings to negotiation, this research investigates the relationship between own and partners' SVOs, negotiator strategies and outcomes. Results showed that cooperators, competitors and individualists could be distinguished in terms of initial demands and concessions. Competitors made higher initial demands and larger concessions than individualists or cooperators, suggesting that their ability to maximize outcome differences rests on whether structural features are congruent with this goal. The principal finding of this research was the demonstration that own and partners' SVO interact to determine outcomes. Results showed that the three SVO groups differed in terms of context sensitivity: competitor outcomes were invariant across partners; individualists achieved poor outcomes in negotiations with cooperators and, reciprocally, cooperators attained high outcomes in negotiations with individualists. Additionally, individualist outcomes worsened in their last negotiation, while those of cooperators differed as a function of role and partner's SVO. These results suggest that although the information used by individualists and cooperators differs, for both groups the cognitive representation of negotiations is a further factor influencing their outcomes.     

The Impact of Conflict Issues on Fixed-Pie Perceptions, Problem Solving, and Integrative Outcomes in Negotiation

It is argued that a negotiator's fixed-pie perception, cooperative motivation, problem-solving behavior, and integrative outcomes are influenced by the content of the negotiation—the conflict issue. Negotiation involves conflicting interests, conflicting ideas about intellective problems, or conflicting ideas about evaluative problems. Study 1 showed that individuals in a negotiation about interests have a stronger fixed-pie perception and have a lower cooperative motivation than individuals in an evaluative negotiation, with intellective negotiations taking an intermediate position. Study 2 showed that individuals in a negotiation about interests made more trade-offs and reached higher joint outcomes than individuals in an intellective or evaluative negotiation. Study 3 replicated this finding in a field study. The studies bridge insights from negotiation research and decision-making research and show that the conflict issue has important effects on the negotiation process.     

Creative People Create Values: Creativity and Positive Arousal in Negotiations

Most negotiations are ill-structured situations, and the ability to identify novel options is likely to be crucial for success. This study, therefore, examined how creativity impacts negotiation processes and outcomes, and how this effect is moderated by positive arousal. The negotiators’ creative personality and their state of positive arousal were measured before they participated in a simulated negotiation, with the results demonstrating that the level of creativity in negotiation dyads was positively related to the negotiators’ joint outcome. Negotiators in high creativity dyads searched for more information by asking questions about priorities and were less narrowly focused by providing fewer single-issue offers than negotiators in low creativity dyads. Positive arousal did not affect outcome directly, but moderated the effect of creativity on joint outcomes; the effect of creativity was strongest under high levels of positive arousal. The discussion section emphasizes that future research may find creativity to have even more of a positive effect when negotiations become more complex.     

Goal orientations of young male ice hockey players and their parents

In this study, the researchers investigated the relationship between parent and player dispositional goal orientations associated with playing youth hockey. The authors used the Task and Ego Orientation in Sport Questionnaire (J. L. Duda & J. Whitehead, 1998) to measure task and ego orientation in 123 boys (10-13 years old) and 1 of their parents. Sons rated their own goal orientations for hockey and their perceptions of their parent's goal orientations. Parents rated their goal orientations for their son and their perceptions of their son's goal orientations. Mothers and fathers did not differ in their goal orientations for their son. Travel-team and nontravel-team players did not differ. For ego orientation, the son's self-ratings correlated significantly with the parent's goals for the son, but not for task orientation. Sons reported being significantly more ego-oriented than their parents desired. Sons perceived that their parents had goal orientations similar to their own. The data from this study are congruent with the assertion that parents socialize their children's goal orientations and that ego orientation may be more salient and easily communicated than task orientation.     

Unfixing the fixed pie: a motivated information-processing approach to integrative negotiation

Negotiators tend to believe that own and other's outcomes are diametrically opposed. When such fixed-pie perceptions (FPPs) are not revised during negotiation, integrative agreements are unlikely. It was predicted that accuracy motivation helps negotiators to release their FPPs. In 2 experiments, accuracy motivation was manipulated by (not) holding negotiators accountable for the manner in which they negotiated. Experiment 1 showed that accountability reduced FPPs during face-to-face negotiation and produced more integrative agreements. Experiment 2 corroborated these results: Accountable negotiators revised their FPPs even when information exchange was experimentally held constant. Experiment 2 also showed that accountability is effective during the encoding of outcome information. Negotiators appear flexible in their reliance on FPPs. which is consistent with a motivated information-processing model of negotiation.     

Future Thinking in Disadvantaged Situations: The Role of Outcome Delays and Competitive Issues in Negotiation

Extant literature suggests that delaying the outcomes of negotiations can have salutary effects on the joint outcomes of participants. However, this literature has not examined the impact that outcome delays have on the success of individual negotiators. We argue that in situations where a player's preference on an issue involves a lack of legitimacy, an outcome delay may advantage the presentation of that issue. In addition, we suggest that this effect is more likely to be present in situations where competition is high, specifically, where the parties have few opportunities for cooperation. An experimental dyadic negotiation exercise involving 306 undergraduate participants was conducted to test these hypotheses. Results suggest that the introduction of an outcome delay helps to reduce the negative effects of a legitimacy disadvantage in the absence of alternate opportunities for collaboration.     

Relations between general goal orientations and task-specific self-appraisals

Abstract:   The purpose of the present study was to examine the influence of goal orientations on ninth-grade students' (54 girls and 55 boys) task-specific appraisals (i.e., anticipated interest, self-efficacy, test anxiety, and physical symptoms) and subsequent task performance. The results of structural equation modeling showed that different goal orientations had different effects on task-specific appraisals. In addition, task performance was directly influenced by self-efficacy and physical symptoms, whereas the goal orientation served as a predictor of task performance indirectly through task-specific appraisals. Students' posttask estimation of success and involvement were differently predicted by the pretask appraisal and actual task performance. Thus self-appraisals that students experience after performing the task are not only influenced by the actual performance, but also by the task-related appraisal they form before the task, which is partially determined by their goal orientations. Cluster analysis revealed students with multiple goals, in whom learning and performance goals can work together to facilitate performance and motivation.     

Interdependence,social motives,and outcome satisfaction in multiparty negotiation

What makes negotiators satisfied with their outcomes? In this study, we examined whether interpersonal interdependence, in the context of multi‐party multi‐issue negotiation, affected negotiators' satisfaction with their individual and group outcomes. We integrated principles from interdependence, social comparison, and social value theories to generate hypotheses about the social‐evaluative nature of satisfaction with negotiation outcomes. Controlling for differences in quality of individual outcomes, we found a positive association between satisfaction and individual outcome and a negative association between satisfaction and group outcome. Relative to those with prosocial social value orientation, negotiators with an individualistic social value orientation were less satisfied with the group outcome, regardless of induced motivational orientation. Neither motivational orientation nor an interaction between motivational orientation and social value orientation were related to satisfaction. We discuss the implications of our results for research on interdependence processes in negotiations and the role of social motives. Copyright © 2000 John Wiley & Sons, Ltd.     

Hong Kong Versus U.S. Negotiations: Effects of Culture,Alternatives, Outcome Scales,and Mediation1

This study investigates the effects of culture, BATNA (best alternative to a negotiated agreement), outcome scales, and mediation on negotiation outcomes. Six hundred three subjects from 2 countries (288 from Hong Kong and 315 from the United States) participated in 2-party negotiations that were either mediated or observed by a third party. In these negotiations, the Hong Kong negotiators obtained higher joint outcomes than did their U.S. counterparts. Also, in both Hong Kong and the United States, negotiators with a high BATNA obtained larger individual outcomes than did those with a low BATNA. Finally, mediation resulted in higher joint outcomes than did no mediation and had a stronger effect in US. (vs. Hong Kong) negotiations.     

The mind and heart (literally) of the negotiator: personality and contextual determinants of experiential reactions and economic outcomes in negotiation

The authors developed and tested a model proposing that negotiator personality interacts with the negotiation situation to influence negotiation processes and outcomes. In 2 studies, the authors found that negotiators high in agreeableness were best suited to integrative negotiations and that negotiators low in agreeableness were best suited to distributive negotiations. Consistent with this person-situation fit argument, in Study 1 the authors found that negotiators whose dispositions were a good fit to their negotiation context had higher levels of physiological (cardiac) arousal at the end of the negotiation compared with negotiators who were "misplaced" in situations inconsistent with their level of agreeableness, and this arousal was in turn related to increased economic outcomes. Study 2 replicated and extended the findings of Study 1, finding that person-situation fit was related to physiological (heart rate), psychological (positive affect), and behavioral activation (persistence) demonstrated during the negotiation, and these measures in turn were related to the economic outcomes achieved by participants.     

Interdependence in negotiation: effects of exit options and social motive on distributive and integrative negotiation

This study extends past research on the impact of alternatives in dyadic negotiation by (a) providing negotiators with the mere possibility to negotiate with an outside party and (b) examining the moderating role of the negotiators' social motive. Business students engaged in face‐to‐face negotiations, which were audio‐taped and transcribed. None, one, or both dyad members were provided with an exit option—the possibility to leave the current negotiation and start new negotiations with someone else. Dyads were also given instructions to maximize own outcomes (egoistic motive) or to consider both own and the other's outcomes (prosocial motive). Results showed that, as expected, dyads with a one‐sided exit option engaged in more distributive and less integrative behavior, and obtained lower joint outcomes than dyads having either two‐sided or no exit options. However, this effect occurred only under an egoistic rather than a prosocial motive. No differences were found for negotiations with two‐sided exit options compared to negotiations without exit options, suggesting one's own exit option is counterbalanced by the other's escape possibility. Our results indicate that negotiators who wish to maximize personal as well as joint outcomes should try to combine a power advantage in terms of exit options with a shared prosocial orientation. Copyright © 2000 John Wiley & Sons, Ltd.     

Myopic perception of having a deadline in negotiations: An anchoring effect due to question order

In negotiations, people tend to perceive a deadline as more detrimental to themselves than to their opponents. This phenomenon is termed myopic perception. The present research proposes that myopic perception can be understood as a result of an anchoring effect due to the question order used in probing the perception of a deadline. When people estimate deal prices before rating the influence of a deadline, their judgements are anchored on their negotiation outcomes, making their perception egocentric, which leads to myopic perception. As a result, myopic perception was hypothesized to be reduced by reversing the above question order to change the respondents' judgement anchor from negotiation outcomes to negotiation procedures. In Study 1, myopic perception disappeared when participants rated the general influence of a deadline before estimating deal price in a negotiation scenario. In Study 2, pairs of participants negotiated under a tight deadline. Myopic perception of a deadline was manipulated before the negotiation. Dyads without myopic perception had a smaller discrepancy in reservation price. However, myopic perception had no effect on impasse rates or final deal prices. The results are discussed with respect to behavioural forecasting and practical implications of myopic perception.     

Impact of Frame-of-Reference and Behavioral Observation Training on Alternative Training Effectiveness Criteria in a Canadian Military Sample

Past research suggests that specific, challenging goals lead to higher perfor- mance than do-your-best goals or easy goals in a variety of tasks, including negotiations. In the two studies reported here, we explored how seemingly appropriate goals may inhibit rather than facilitate performance. In Study 1, negotiators with challenging, specific goals failed to appropriately incorporate new information presented during a negotiation and consequently achieved poorer outcomes than negotiators with do-your-best goals. In Study 2, support was found for specific, challenging subordinate goals (separate goals for each issue) detrimentally focusing negotiators on the distributive dimension of nego- tiations, unlike their counterparts with superordinate goals (one goal encom- passing all issues). The implications of these findings for goal-setting theory are discussed.     

Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital

Highly relational contexts can have costs as well as benefits. Researchers theorize that negotiating dyads in which both parties hold highly relational goals or views of themselves are prone to relational accommodation, a dynamic resulting in inefficient economic outcomes yet high levels of relational capital. Previous research has provided only indirect empirical support for this theory. The present study fills this gap by demonstrating the divergent effects of egalitarianism on economic efficiency and relational capital in negotiation. Dyads engaged in a simulated employment negotiation among strangers within a company that was described as either egalitarian or hierarchical. As hypothesized, dyads assigned to the egalitarian condition reached less efficient economic outcomes yet had higher relational capital than dyads assigned to the hierarchical condition. Negotiations occurring between females resulted in lower joint economic outcomes than negotiations occurring between males. Results are consistent with the theory of relational self-construal in negotiation.     

Investigating mechanisms of social support effectiveness: The case of locomotion motivation

Although social support can entail costs, individuals with a higher locomotion orientation, who are motivated to move and take action, benefit from support. Two dyadic studies tested whether perceived movement toward important goals would mediate the effect of recipients' locomotion motivation on positive outcomes in support contexts. In Study 1, couples completed a 10‐day diary and then recalled support interactions with their partner after the diary period. In Study 2, couples engaged in laboratory support interactions for important goals. Perceived goal movement mediated the effect of higher (vs. lower) locomotion on self‐reported ratings and coder ratings of support outcomes. Higher locomotion recipients may benefit in support contexts because they perceive they can move smoothly toward their goals.     

Self-handicapping strategies in physical education classes: the influence of implicit theories of the nature of ability and achievement goal orientations

Aim: To investigate the role of implicit theories of ability and achievement goals on self-handicapping strategies in physical education classes.Hypotheses: It was expected that incremental theories of ability would be negatively associated with self-handicapping strategies, whereas fixed theories of ability would enhance pupils’ self-reported use of such strategies. It was also hypothesised that low perceived competence would reinforce self-handicapping among pupils holding fixed theories of ability and an ego goal orientation.Method: A cross-sectional study of 9th graders in Norway (N=343; 166 boys and 177 girls) was conducted in which pupils responded to a questionnaire measuring sub-dimensions of fixed and incremental theories of ability, achievement goal orientations, perceived competence and self-handicapping in physical education.Results: Regression-based path analyses revealed that a fixed theory of ability had a direct positive effect on self-handicapping. The effects of an incremental implicit theory of ability on self-handicapping were negative and mediated by a task orientation. High perceived competence was found to buffer the aversive affect of holding a stable theory of ability on self-handicapping.Conclusion: The findings illustrate the importance of studying implicit motivational beliefs in physical education classes in order to provide an understanding of self-handicapping strategies among pupils.     

Relationships among goal orientations, motivational climate and flow in adolescent athletes: differences by gender

The purpose of this investigation was to examine the relationships among perceived motivational climate, individuals' goal orientations, and dispositional flow, with attention to possible gender differences. A sample of 413 young athletes, ages 12 to 16 years, completed the Perceived Motivational Climate in Sport Questionnaire-2 (PMCSQ-2) and Perception of Success Questionnaire (POSQ), as well as the Dispositional Flow Scale. Task orientation was positively and significantly related to a perceived task-involving motivational climate and to the disposition to experience flow in the sport. Ego orientation was positively and significantly associated with a perceived ego-involving motivational climate and with dispositional flow. The perceptions of task-involving and ego-involving motivational climates were positively and significantly linked to general dispositional flow. Multiple regression analysis indicated that both task and ego goal orientations and perceived task- and ego-oriented climates predicted dispositional flow. Males displayed a stronger ego orientation, and were more likely to report that they participated in an ego-oriented climate, than did females. To the contrary, the females were more likely to perceive a task-oriented climate than did the males. No meaningful differences were found between males and females in general dispositional flow.     

Achievement goal orientations and motivational outcomes in youth sport: The role of social orientations

ObjectivesSocial goal orientations, which reflect ways of conceptualizing competence in terms of social relationships with others, have been researched minimally in the physical domain. While the relationship between task and ego orientations and motivational outcomes has been well-studied, the link of friendship, group acceptance, and coach praise orientations with enjoyment, perceived physical competence, and intrinsic motivation warrants further study.MethodMale and female middle-school students (N = 303) completed questionnaires assessing task, ego, coach praise, friendship, and group acceptance orientations; enjoyment; perceived physical competence; and motivation. Two approaches to data analysis (variable-centered, person-centered) examined whether social orientations were significantly related to motivational outcomes among adolescents.ResultsVariable-centered analysis (i.e., canonical correlation) showed that social orientations were related to enjoyment, perceived physical competence, and intrinsic motivation. Person-centered analyses (i.e., cluster analysis, MANOVA) classified participants with similar patterns of goal orientations and then compared the emergent groups on motivational outcomes. Participants who defined success using either higher task, ego, and social goal orientations or higher friendship and lower ego orientations reported the most adaptive responses (higher perceived competence, enjoyment, and intrinsic motivation).ConclusionsSocial orientations in sport are important to consider alongside task and ego orientations in research stemming from achievement goal theory. Defining success or competence in terms of social relationships can have positive motivational benefits in sport.     

An Evaluation of Two Mediation Techniques,Negotiator Power,and Culture in Negotiation1

This study examines the effects of 4 factors in a mediated transfer‐pricing negotiation: (a) the mediator's suggestion that negotiators have concern for the other (opposing) negotiator; (b) the mediator's proposal of moderate goals; (c) negotiator power; and (d) culture. In the simulated negotiations that were mediated by a corporate official, participants were 374 subjects from Hong Kong and the United States. Negotiators obtained lower joint outcomes when urged by the mediator to show concern for the other than when not given this admonition. When the mediator proposed moderate (vs. high) goals, the negotiators received lower joint outcomes but had a higher opinion of the mediator. While we expected negotiator power (equal vs. unequal) to interact with suggested concern for the other, it did so only for the negotiators' individual outcomes. Finally, culture produced a main effect: Hong Kong negotiators obtained higher joint outcomes than did their U. S. counterparts.