Influence of social motives on integrative negotiation: a meta-analytical review and test of two theories
Journal of Personality and Social Psychology
Number of pages
Faculty of Social and Behavioural Sciences (FMG)
Psychology Research Institute (PsyRes)
A meta-analysis of 28 studies examined support for the Theory of Cooperation and Competition (M. Deutsch, 1973) and Dual Concern
Theory (D. G. Pruitt & J. Z. Rubin, 1986). Effects of social motive (prosocial vs. egoistic) and resistance to yielding
(high vs. low vs. unknown) on contenting, problem solving, and joint outcomes were examined. Consistent with Dual Concern
Theory, results showed that negotiators were less contentious, engaged in more problem solving, and achieved higher joint
outcomes when they had a prosocial rather than egoistic motive, but only when resistance to yielding was high (or unknown)
rather than low. The authors also explored the moderating effects of study characteristics and found effects for participation
inducement (class exercise, participant pool), for publication status, and for treatment of no-agreement dyads.
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