Social motives and trust in integrative negotiation: The disruptive effects of punitive capability
成果类型：
Article; Proceedings Paper
署名作者：
De Dreu, CKW; Giebels, E; Van de Vliert, E
署名单位：
University of Amsterdam; University of Groningen
刊物名称：
JOURNAL OF APPLIED PSYCHOLOGY
ISSN/ISSBN：
0021-9010
DOI：
10.1037/0021-9010.83.3.408
发表日期：
1998
页码：
408-422
关键词：
摘要：
Two studies tested the effects of negotiators' social motive (cooperative vs. individualistic) and punitive capability (high vs. low) on trust, negotiation behavior, and joint outcomes. On the basis of structural goal-expectation theory (T. Yamagishi, 1986), it was predicted that in the case of a cooperative motive higher levels of punitive capability lend to less trust, less exchange of information about preferences and priorities, and agreements of lower joint outcome. Study 1 (N = 41) supported this prediction: Cooperative negotiators had lower trust, exchanged less information, and attained lower joint outcomes under high rather than low punitive capability; individualistic negotiators were not influenced by punitive capability, presumably because they have low levels of trust to start with. Study 2 (N = 21) showed that these effects happened because higher levels of punitive capability increase conflict avoidance in negotiators with a cooperative motive.
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