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Zoekresultaten

Zoekopdracht: faculteit: "FMG" en publicatiejaar: "1998"

AuteursC.K.W. de Dreu, T. Boles
TitelShare and share alike or winner take all?: the influence of social value orientation upon coice and recall of negotiation heuristics
TijdschriftOrganizational behavior and human decision processes
Jaargang76
Jaar1998
Nummer3
Pagina's253-276
FaculteitFaculteit der Maatschappij- en Gedragswetenschappen
Instituut/afd.FMG: Psychology Research Institute
TrefwoordenNegotiation; social value orientation
SamenvattingTwo experiments test the hypothesis that social value orientation influences choice and recall of heuristics in individuals preparing for negotiation. Consistent with predictions, Study 1 shows that in the preparation phase, negotiators with a prosocial value orientation choose more cooperative heuristics (e.g., "equal split is fair") than competitive heuristics (e.g., "your gain is my loss") while negotiators with a competitive social value orientation do the reverse. Negotiators with an individualistic social value orientation do not discriminate in their choice between cooperative and competitive heuristics. Study 2 shows that following preparation, prosocial negotiators recall more cooperative than competitive heuristics while individualists and competitors do the reverse. Additional measures suggest that prosocial negotiators prefer cooperative heuristics because these are seen as morally appropriate, whereas individualists and competitors prefer competitive heuristics because these are seen as effective.
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