THE USE OF ROLE-REVERSAL IN INTERGROUP COMPETITION.
COLUMBIA UNIV NEW YORK TEACHERS COLL
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The study examined the effects of two different discussion methods, role-reversal and direct presentation of ones own viewpoint, upon the ease of reaching agreement in an intergroup negotiating situation. Two Ss, representing groups with opposing points of view, were instructed to reach a joint agreement on the issue using either role-reversal or self-presentation. Role-reversal resulted in more understanding of the opponents position than did self-presentation. When role-reversal was performed with high involvement or adequacy, there is some evidence that role-reversal will be less effective than self-presentation in resolving conflicts involving incompatible positions, while role-reversal is more effective than self-presentation in resolving conflicts involving potentially compatible positions. Author