Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories

Journal of Personality and Social Psychology

Volumn 78, Issue 5, 2000, Pages 889-905

  De Dreu, Carsten K W ^a   Weingart, Laurie R ^b   Kwon, Seungwoo ^c  

^a UNIVERSITY OF AMSTERDAM   (Netherlands)

^b CARNEGIE MELLON UNIVERSITY   (United States)

^c NONE

Author keywords

[No Author keywords available]

Indexed keywords

ARTICLE; CLINICAL TRIAL; HUMAN; INTERPERSONAL COMMUNICATION; META ANALYSIS; MOTIVATION; PROBLEM SOLVING; PSYCHOLOGICAL THEORY; SOCIAL BEHAVIOR;

HUMANS; MOTIVATION; NEGOTIATING; PROBLEM SOLVING; PSYCHOLOGICAL THEORY; SOCIAL BEHAVIOR;

EID: 0034185378     PISSN: 00223514     EISSN: None     Source Type: Journal    
DOI: 10.1037/0022-3514.78.5.889     Document Type: Article

References (113)

1. Abelson, R. P. (1997). On the surprising longevity of flogged horses: Why there is a case for the significance test. Psychological Science, 8, 12-15.
2. Aronson, E., Brewer, M. B., & Carlsmith, J. M. (1985). Experimentation in social psychology. In G. Lindzey & E. Aronson (Eds.), The handbook of social psychology (3rd ed., pp. 441-486). New York: Random House.
3. Bartos, O. J. (1975). Process and outcome in negotiation. New York: Columbia University Press.
4. Batson, C. D. (1998). Altruism and prosocial behavior. In D. Gilbert, S. T. Fiske, & G. Lindzey (Eds.), The handbook of social psychology (4th ed., Vol. 2, pp. 282-316). Boston: McGraw-Hill.
5. Batson, C. D., & Shaw, L. L. (1991). Evidence for altruism: Toward a pluralism of prosocial motives. Psychological Inquiry, 2, 107-122.
6. Bazerman, M. H. (1983). Negotiator judgment: A critical look at the rationality assumption. American Behavioral Scientist, 27, 211-228.
7. Bazerman, M. H., Curhan, J. R., Moore, D. A., & Valley, K. (in press). Negotiation. Annual Review of Psychology.
8. *Ben-Yoav, O., & Pruitt, D. (1984a). Accountability to constituents: A two-edged sword. Organizational Behavior and Human Performance, 34, 283-295.
9. *Ben-Yoav, O., & Pruitt, D. (1984b). Resistance to yielding and the expectation of cooperative future interaction in negotiation. Journal of Experimental Social Psychology, 34, 323-335.
10. Bettencourt, B. A., & Miller, N. (1996). Gender differences in aggression as a function of provocation: A meta-analysis. Psychological Bulletin, 119, 422-447.
11. Blake, R., & Mouton, J. S. (1964). The managerial grid. Houston, TX: Gulf.
12. *Butler, J. K., Jr. (1994). Conflict styles and outcomes in a negotiation with fully-integrative potential. The International Journal of Conflict Management, 5, 309-325.
13. *Carnevale, P. J., & De Dreu, C. K. W. (1992, June). Information and motivation in integrative bargaining. Paper presented at the 5th annual conference of the International Association of Conflict Management, Minneapolis, MN.
14. *Carnevale, P. J., & Isen, A. (1986). The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation. Organizational Behavior and Human Decision Processes, 37, 1-13.
15. *Carnevale, P. J., & Lawler, E. J. (1986). Time pressure and the development of integrative agreements in bilateral negotiations. Journal of Conflict Resolution, 30, 636-659.
16. Carnevale, P. J., & Pruitt, D. G. (1992). Negotiation and mediation. Annual Review of Psychology, 43, 531-582.
17. Cortina, J. M., & Dunlap, W. P. (1997). On the logic and purpose of significance testing. Psychological Methods, 2, 161-172.
18. Deci, E. L., & Ryan, R. M. (1985). Intrinsic motivation and self determination in human behavior. New York: Plenum Press.
19. De Dreu, C. K. W., & Boles, T. (1998). Share and share alike or winner take all? Impact of social value orientation on the choice and recall of decision heuristics in negotiation. Organizational Behavior and Human Decision Processes, 76, 253-267.
20. De Dreu, C. K. W., Carnevale, P. J., Emans, B. J. M., & Van de Vliert, E. (1994). Effects of gain-loss frames in negotiation: Loss aversion, mismatching, and frame adoption. Organizational Behavior and Human Decision Processes, 60, 90-107.
21. *De Dreu, C. K. W., Giebels, E., & Van de Vliert, E. (1998). Social motives and trust in integrative negotiation: Disruptive effects of punitive capability. Journal of Applied Psychology, 83, 408-422.
22. De Dreu, C. K. W., & McCusker, C. (1997). Gain-loss frames and cooperation in two-person social dilemmas. Journal of Personality and Social Psychology, 72, 1093-1106.
23. De Dreu, C. K. W., & Van Lange, P. A. M. (1995). The impact of social value orientations on negotiator cognition and behavior. Personality and Social Psychology Bulletin, 21, 1178-1188.
24. Deutsch, M. (1949). A theory of cooperation and competition. Human Relations, 2, 199-231.
25. Deutsch, M. (1958). Trust and suspicion. Journal of Conflict Resolution, 2, 265-279.
26. Deutsch, M. (1969). Conflicts: Productive and destructive. Journal of Social Issues, 25, 7-41.
27. Deutsch, M. (1973). The resolution of conflict: Constructive and destructive processes. New Haven: Yale University Press.
28. Deutsch, M. (1982). Interdependence and psychological orientation. In V. Derlega & J. Gezelak (Eds.), Cooperation and helping behavior (pp. 15-42). Cambridge, United Kingdom: Cambridge University Press.
29. Druckman, D. (1994). Determinants of compromising behavior in negotiation. Journal of Conflict Resolution, 38, 507-556.
30. Eisenberg, N., & Miller, P. A. (1987). The relation of empathy to prosocial and related behaviors. Psychological Bulletin, 101, 91-119.
31. Estes, W. K. (1997). Significance testing in psychological research: Some persisting issues. Psychological Science, 8, 18-20.
32. Fisher, R., & Ury, W. (1981). Getting to Yes: Negotiating agreement without giving in. Boston: Houghton Mifflin.
33. Fiske, S. T. (1993). Social cognition and social perception. Annual Review of Psychology, 44, 155-194.
34. Follett, M. P. (1940). Constructive conflict. In H. C. Metcalf & L. Urwick (Eds.), Dynamic administration: The collected papers of Mary Parker Follett. New York: Harper.
35. *Fry, W. R. (1985). The effect of dyad machiavellianism and visual access on integrative bargaining outcomes. Personality and Social Psychology Bulletin, 11, 51-62.
36. *Fry, W. R., Firestone, I. J., & Williams, D. L. (1983). Negotiation process and outcome of stranger dyads and dating couples: Do lovers lose? Basic and Applied Social Psychology, 4, 1-16.
37. Gayle, B. M., Preiss, R. W., & Allen, M. (1994). Gender differences and the use of conflict strategies. In L. H. Turner & H. M. Sterk (Eds.), Differences that make a difference: Examining the assumptions in gender research (pp. 13-26). Westport, CT: Bergen & Garvey.
38. *Giebels, E., De Dreu, C. K. W., & Van de Vliert, E. (1995, June). Social motives and exit options in integrative negotiation. Paper presented at the 8th annual meeting of the International Association for Conflict Management, Elsinore, Denmark.
39. *Giebels, E., De Dreu, C. K. W., & Van de Vliert, E. (1998). The alternative negotiator as the invisible third: Effects of potency information on integrative negotiation. International Journal of Conflict Management, 9, 5-21.
40. Giebels, E., De Dreu, C. K. W., & Van de Vliert, E. (2000). Interdependence in negotiation: Effects of social motive and exit options on distributive and integrative negotiation. European Journal of Social Psychology, 30, 255-272.
41. Greenhalgh, L., & Chapman, D. I. (1992). The influence of negotiator relationships on the process and outcomes of business transactions. Unpublished manuscript, Dartmouth College.
42. Hedges, L. V. (1981). Distribution theory for Glass's estimator of effect size and related estimators. Journal of Educational Statistics, 6, 107-128.
43. Hedges, L. V., & Olkin, I. (1985). Statistical methods for meta-analysis. San Diego, CA: Academic Press.
44. Hunter, J. (1997). Needed: A ban on the significance test. Psychological Science, 8, 3-7.
45. Hyder, E., Prietula, M. J., & Weingart, L. R. (in press). Getting to best: Efficiency versus optimality in negotiation. Cognitive Science.
46. *Hyder, E., Weingart, L. R., & Prietula, M. J. (1991). The impact of tactical knowledge and motivational orientation on negotiation behavior and outcome. Paper presented at the 51st annual Academy of Management meetings, Miami Beach, FL.
47. Johnson, B. T. (1989). DSTAT: Software for the meta-analytic review of research literatures. Hillsdale, NJ: Lawrence Erlbaum.
48. Kelley, H. H., Beckman, L. L., & Fischer, C. S. (1967). Negotiating the division of reward under incomplete information. Journal of Experimental Social Psychology, 3, 361-389.
49. Kelley, H. H., & Schenitzki, D. P. (1972). Bargaining. In C. G. McClintock (Ed.), Experimental social psychology (pp. 298-337). New York: Holt, Rinehart, & Winston.
50. Kelley, H. H., & Thibaut, J. W. (1978). Interpersonal relations: A theory of interdependence. New York: Wiley.
51. *Kemp, K. E., & Smith, W. P. (1994). Information exchange, toughness, and integrative bargaining: The roles of explicit cues and perspective-taking. The International Journal of Conflict Management, 5, 5-21.
52. *Kimmel, M. J., Pruitt, D. G., Magenau, J. M., Konar-Goldband, E., & Carnevale, P. J. D. (1980). Effects of trust, aspiration, and gender on negotiation tactics. Journal of Personality and Social Psychology, 38, 9-22.
53. Kramer, R. M., Pommerenke, P., & Newton, E. (1993). The social context of negotiation. Journal of Conflict Resolution, 37, 633-654.
54. Krone, K. J., Allen, M., & Ludlum, J. (1994). A meta-anlysis of gender research in managerial influence. In L. H. Turner & H. M. Sterk (Eds.), Differences that make a difference: Examining the assumption in gender research (pp. 73-84). Westport, CT: Bergen and Garvey.
55. Kruglanski, A. W., & Webster, D. M. (1996). Motivated closing of the mind: "Seizing" and "freezing." Psychological Review, 103, 263-283.
56. Lax, D. A., & Sebenius, J. K. (1986). The manager as negotiator: Bargaining for cooperation and competitive gain. New York: Free Press.
57. Leung, K. (1987). Some determinants of reactions to procedural models for conflict resolution: A cross-national study. Journal of Personality and Social Psychology, 53, 898-908.
58. Lewicki, R. J., Litterer, J. A., Minton, J. W., & Saunders, D. M. (1994). Negotiation (2nd ed.). Boston: Irwin.
59. *Lewis, S. A., & Fry, W. R. (1977). Effects of visual access and orientation on the discovery of integrative bargaining alternatives. Organizational Behavior and Human Performance, 20, 75-92.
60. Liebrand, W. B. G., Messick, D. M., & Wilke, H. A. M. (1992). Current theoretical issues. In W. B. G. Liebrand, D. M. Messick, & H. A. M. Wilke (Eds.), Social dilemmas: Theoretical issues and research findings (pp. 29-40). Elmsford, NY: Pergamon Press.
61. *Lindskold, S., & Han, G. (1988). GRIT as a foundation for integrative bargaining. Personality and Social Psychology Bulletin, 14, 335-345.
62. McClintock, C. (1977). Social motives in settings of outcome interdependence. In D. Druckman (Ed.), Negotiations: Social psychological perspective (pp. 49-77). Beverly Hills, CA: Sage.
63. McClintock, C., & Liebrand, W. B. G. (1988). Role of interdependence structure, individual value orientation, and another's strategy in decision making: A transformational analysis. Journal of Personality and Social Psychology, 55, 396-409.
64. Messick, D. M., & McClintock, C. (1968). Motivational bases of choice in experimental games. Journal of Experimental Social Psychology, 4, 1-25.
65. Nash, J. F. (1950). The bargaining problem. Econometrica, 18, 155-162.
66. Neale, M. A., & Bazerman, M. H. (1991). Rationality and cognition in negotiation. New York: Free Press.
67. *O'Connor, K. M. (1997). Motives and cognitions in negotiation: A theoretical integration and an empirical test. The International Journal of Conflict Management, 8, 114-131.
68. *O'Connor, K. M., & Carnevale, P. J. (1997). A nasty but effective negotiation strategy: Misrepresentation of a common-value issue. Personality and Social Psychology Bulletin, 23, 504-515.
69. Pareto, V. (1909). Manuel d'economique politique [Manual of political economics], Paris: M. Giard.
70. Pinkley, R. L. (1995). Impact of knowledge regarding alternatives to settlement in dyadic negotiations: Whose knowledge counts? Journal of Applied Psychology, 80, 403-417.
71. Pruitt, D. G. (1981). Negotiation behavior. New York: Academic Press.
72. Pruitt, D. G. (1990). Problem solving and cognitive bias in negotiation: A commentary. In B. Sheppard, M. H. Bazerman, & R. J. Lewicki (Eds.), Research on negotiation in organizations (Vol. 2, pp. 117-124). Greenwich, CT: JAI Press.
73. Pruitt, D. G. (1998). Social conflict. In D. Gilbert, S. T. Fiske, & G. Lindzey (Eds.), Handbook of social psychology (4th ed., Vol. 2, pp. 470-503). New York: McGraw-Hill.
74. *Pruitt, D. G., Carnevale, P. J. D., Ben-Yoav, O., Nochajski, T. H., & Van Slyck, M. R. (1983). Incentives for cooperation in integrative bargaining. In R. Tietz (Ed.), Lecture notes in economics and mathematical systems: Aspiration levels in bargaining and economic decision making (Vol. 213, pp. 22-34). Berlin: Springer-Verlag.
75. Pruitt, D. G., & Kimmel, M. E. (1977). Twenty years of experimental gaming: Critique, synthesis, and suggestions for the future. Annual Review of Psychology, 28, 363-392.
76. *Pruitt, D. G., & Lewis, S. A. (1975). Development of integrative solutions in bilateral negotiation. Journal of Personality and Social Psychology, 31, 621-633.
77. Pruitt, D. G., & Rubin, J. Z. (1986). Social conflict: Escalation, stalemate, and settlement. New York: Random House.
78. Raiffa, H. (1982). The art and science of negotiation. Cambridge, MA: Belknap.
79. Rosenthal, R. (1995). Writing meta-analytic reviews. Psychological Bulletin, 118, 183-192.
80. Roth, A. E. (Ed.). (1985). Game theoretical models of bargaining. Cambridge, United Kingdom: Cambridge University Press.
81. Rubin, J. Z., Pruitt, D. G., & Kim, S. (1994). Social conflict: Escalation, stalemate, and settlement. New York: McGraw-Hill.
82. Sattler, D. N., & Kerr, N. L. (1991). Might versus morality explored: Motivational and cognitive bases for social motives. Journal of Personality and Social Psychology, 60, 756-765.
83. *Schei, V., & Rognes, J. (1997, June). The negotiator's dilemma: Choosing a cooperative or an individualistic orientation? Paper presented at the 10th annual conference of the International Association of Conflict Management, Bonn, Germany.
84. Schelling, T. C. (1960). The strategy of conflict. Boston: Harvard University Press.
85. Schmidt, F. L. (1996). Statistical significance testing and cumulative knowledge in psychology: Implications for training of researchers. Psychological Methods, 1, 115-129.
86. Schroeder, D. A., Penner, L. A., Dovidio, J. F., & Piliavin, J. A. (1995). The psychology of helping and altruism. New York: McGraw-Hill.
87. *Schulz, J. W., & Pruitt, D. G. (1978). The effects of mutual concern on joint welfare. Journal of Experimental Social Psychology, 14, 480-492.
88. *Sheffield, J. (1995). The effect of communication medium on negotiation performance. Group Decision and Negotiation, 4, 159-179.
89. Siegel, A. E., & Fouraker, L. E. (1960). Bargaining and group decision making. New York: McGraw-Hill.
90. Simon, H. A. (1957). A behavioral model of rational choice. Quarterly Journal of Economics, 69, 99-118.
91. Smith, D. L., Pruitt, D. G., & Carnevale, P. J. (1982). Matching and mismatching: The effects of own limit, other's toughness, and time pressure on concession rate in negotiation. Journal of Personality and Social Psychology, 42, 876-883.
92. Smith, W. P. (1987). Conflict and negotiation: Trends and emerging issues. Journal of Applied Social Psychology, 17, 641-677.
93. Thomas, K. W. (1992). Conflict and negotiation process in organizations. In M. D. Dunnette & L. M. Hough (Eds.), Handbook of industrial and organizational psychology (pp. 651-717). Palo Alto, CA: Consulting Psychologists Press.
94. Thompson, L. (1990). Negotiation behavior and outcomes: Empirical evidence and theoretical issues. Psychological Bulletin, 108, 515-532.
95. Thompson, L., & Hrebec, D. (1996). Lose-lose agreements in interdependent decision making. Psychological Bulletin, 120, 396-409.
96. Tjosvold, D. (1984). Cooperation theory and organizations. Human Relations, 37, 743-767.
97. Tjosvold, D. (1998). Cooperative and competitive goal approach to conflict: Accomplishments and challenges. Applied Psychology: An International Review, 47, 285-342.
98. Van de Vliert, E. (1997). Complex interpersonal conflict behavior. London: Psychology Press.
99. Van Lange, P. A. M. (1999). The pursuit of joint outcomes and equality in outcomes: An integrative model of social value orientations. Journal of Personality and Social Psychology, 77, 337-349.
100. Van Lange, P. A. M., & Kuhlman, M. D. (1994). Social value orientations and impressions of partner's honesty and intelligence: A test of might versus morality effect. Journal of Personality and Social Psychology, 67, 126-141.
101. Van Lange, P. A. M., Orten, W., De Bruin, E. M. N., & Joireman, J. A. (1997). Development of prosocial, individualistic, and competitive orientations: Theory and preliminary evidence. Journal of Personality and Social Psychology, 73, 733-746.
102. Von Neumann, J., & Morgenstern, O. (1947). Theory of games and economic behavior. Princeton, NJ: Princeton University Press.
103. Walters, A. E., Stuhlmacher, A. F., & Meyer, L. L. (1998). Gender and negotiator competitiveness: A meta-analysis. Organizational Behavior and Human Decision Processes, 76, 1-29.
104. Walton, R. E., & McKersie, R. (1965). A behavioral theory of labor negotiations: An analysis of a social interaction system. New York: McGraw-Hill.
105. Watson, C. (1994). Gender differences in negotiation behavior and outcomes: Fact or artifact? In A. Taylor & J. B. Miller (Eds.), Conflict and gender (pp. 191-210). Cresshill, NJ: Hampton Press.
106. *Weingart, L. R. (1993). [Packaging and motivational orientation effects: Pruitt replication]. Unpublished raw data.
107. *Weingart, L. R., Bennett, R. J., & Brett, J. M. (1993). The impact of consideration of issues and motivational orientation on group negotiation process and outcome. Journal of Applied Psychology, 78, 504-517.
108. *Weingart, L. R., & De Dreu, C. K. W. (1993). [Motivational orientation effects under conditions of high limits in dyadic negotiations]. Unpublished raw data.
109. Weingart, L. R., Hyder, E., & Prietula, M. J. (1996). Knowledge matters: The effect of tactical descriptions on negotiation behavior and outcome. Journal of Personality and Social Psychology, 70, 1205-1217.
110. *Weingart, L. R., & Prietula, M. J. (1991, June). The impact of motivational orientation and agreement goal salience on negotiator behavior and performance. Paper presented at the 4th conference of the International Association of Conflict Management, The Netherlands.
111. *Weingart, L. R., Prietula, M. J., & Hyder, E. (1990). [Same and mixed motivational orientation effects in dyadic negotiation: Landers 5]. Unpublished raw data.
112. Yukl, G. A. (1974). The effects of situational variables and opponent concessions on a bargainer's perception, aspirations, and concessions. Journal of Personality and Social Psychology, 29, 227-236.
113. Yukl, G. A., Malone, M. P., Hayslip, B., & Pamin, T. A. (1976). The effects of time pressure and issue settlement order on integrative bargaining. Sociometry, 39, 277-281.