Accession Number:

AD0625387

Title:

ROLE ASSIGNMENT AND ATTITUDINAL COMMITMENT AS FACTORS IN NEGOTIATION.

Descriptive Note:

Technical rept.,

Corporate Author:

ILLINOIS UNIV URBANA DEPT OF PSYCHOLOGY

Personal Author(s):

• Vidmar,Neil J.
• McGrath,Joseph E.

Report Date:

1965-08-01

Pagination or Media Count:

85.0

Abstract:

This study investigated the effects of role assignment and attitudinal commitment on task performance and attitudes in negotiation groups. Negotiation groups were studied in a laboratory situation using subjects from real reference groups negotiating on a meaningful subject. The findings fall into two main categories 2 Negotiation groups composed of two members from one reference group, with one negotiator having a cross-role assignment, were able to set forth more impartial solutions than standard negotiation groups composed of members representing their own reference groups. 2 Within a standard negotiation group the less committed the negotiators were to their respective reference groups, the better the group performed. Author

Descriptors:

• (*SOCIAL PSYCHOLOGY
• DECISION MAKING)
• SOCIAL COMMUNICATION
• ATTITUDES(PSYCHOLOGY)
• GROUP DYNAMICS
• APPLIED PSYCHOLOGY

Subject Categories:

• Psychology

Distribution Statement:

APPROVED FOR PUBLIC RELEASE