首页 | 本学科首页   官方微博 | 高级检索  
   检索      


Majority and minority influence in group negotiation: the moderating effects of social motivation and decision rules
Authors:Ten Velden Femke S  Beersma Bianca  De Dreu Carsten K W
Institution:Department of Psychology, University of Amsterdam, Amsterdam, The Netherlands. f.s.tenvelden@uva.nl
Abstract:In organizational groups, often a majority has aligned preferences that oppose those of a minority. Although such situations may give rise to majority coalitions that exclude the minority or to minorities blocking unfavorable agreements, structural and motivational factors may stimulate groups to engage in integrative negotiation, leading to collectively beneficial agreements. An experiment with 97 3-person groups was designed to test hypotheses about the interactions among decision rule, the majority's social motivation, and the minority's social motivation. Results showed that under unanimity rule, minority members block decisions, thus harming the group, but only when the minority has proself motivation. Under majority rule, majority members coalesce at the minority's expense, but only when the majority has a proself motivation. Implications for negotiation research and group decision making are discussed.
Keywords:
本文献已被 PubMed 等数据库收录!
设为首页 | 免责声明 | 关于勤云 | 加入收藏

Copyright©北京勤云科技发展有限公司  京ICP备09084417号