An application of the variable perspective model in interpersonal conflict resolution

The perspective model of attitude judgment was used as a basis for making predictions concerning interpersonal confiict. Forty-four pairs of undergraduate males negotiated an annual wage increase in a simulated labor-management dispute. Subjects in pairs negotiated from either same or different perspectives. Psychological perspective was manipulated experimentally by the suggestion of either a narrow or broad range of typical wage increase settlements. As predicted, discrepant perspectives were either facilitative or debilitative to reaching agreement depending on the direction of the discrepancy. Increasing width of perspective by raising upper anchor did not significantly affect the amount of the settlement. The hypothesized dynamic aspects of the perspective model were confirmed in that holding amount of settlement constant, satisfaction with the settlement was a function of perspective.