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Are Individualistic Orientations Collectively Valuable in Group Negotiations?

Norwegian School of Economics and Business Administration, vidar.schei{at}nhh.no

Jørn K. Rognes

Norwegian School of Economics and Business Administration

Carsten K. W. De Dreu

University of Amsterdam

This experiment examines how members' individualistic or cooperative motivational orientations affect the processes and outcomes of negotiating groups. A total of 228 students participated in a three-person negotiation simulation where motivational orientations were induced through written instructions and members were aware of each other's orientations. Results showed that groups with only cooperative members were more satisfied with their negotiations than were groups with other member compositions. Conversely, groups with only individualistic members achieved higher joint gains than did groups with other member compositions. Process analyses indicated that individualistic groups increased their integrative activities and decreased their distributive activities toward the end of their negotiations. Our results challenge the dominant view that individualistic orientations are detrimental for group processes and outcomes.

Key Words: cooperation • information • integrative and distributive processes • motivational orientation • negotiating groups

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This Article Abstract Free Full Text (Free PDF) Free Alert me when this article is cited Alert me if a correction is posted Services Email this article to a friend Similar articles in this journal Similar articles in ISI Web of Science Alert me to new issues of the journal Add to Saved Citations Download to citation manager Request Permissions Request Reprints Add to My Marked Citations Google Scholar Articles by Schei, V. Articles by De Dreu, C. K. W. Social Bookmarking                   What's this?