Social motives and trust in integrative negotiation: the disruptive effects of punitive capability
Journal of Applied Psychology
Faculty of Social and Behavioural Sciences (FMG)
Psychology Research Institute (PsyRes)
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 lead 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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