Majority and minority influence in group negotiation: The moderating effects of social motivation and decision rules

• 成果类型: Article
• 署名作者: Ten Velden, Femke S.; Beersma, Bianca; De Dreu, Carsten K. W.
• 署名单位: University of Amsterdam
• 刊物名称: JOURNAL OF APPLIED PSYCHOLOGY
• ISSN/ISSBN: 0021-9010
• DOI: 10.1037/0021-9010.92.1.259
• 发表日期: 2007
• 页码: 259-268
• 关键词: group negotiation; social motivation; majority and minority influence; Decision rules

摘要

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.