C.K.W. de Dreu
P.A.M. Van Lange
- The impact of social value orientations on negotiator cognition and behavior
- Personality and Social Psychology Bulletin
- Volume | Issue number
- 21 | 11
- Pages (from-to)
- Document type
- Faculty of Social and Behavioural Sciences (FMG)
- Psychology Research Institute (PsyRes)
Examined the influence of social value orientations on negotiator cognition and behavior. 133 Dutch undergraduates participated in an assessment of social value orientation and a negotiation task. Consistent with predictions, prosocials, relative to individualists and competitors, exhibited lower levels of demand, exhibited greater levels of concessions, and ascribed greater levels of fairness and considerateness to the other person. Moreover, prosocials as well as individualists and competitors exhibited tendencies toward log rolling, making greater concessions on low-priority rather than high-priority issues."
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