LEADERSHIP IN NEGOTIATIONS AND THE COMPLEXITY OF CONCEPTUAL STRUCTURE.
RUTGERS - THE STATE UNIV NEW BRUNSWICK N J
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Dyad negotiation teams homogenous in the complexity of the individuals conceptual structure spent several hours attempting to solve a simulated international conflict situation. Every participant repeatedly rated himself and the other participants on Stogdills ten leadership characteristics. The dyad member with the overall highest ratings on all scales was considered the dyads leader. The effect of simplicity and complexity of conceptual structure on the degree to which leaders display Stogdills leadership characteristics was analyzed in an ANOV design. The interaction effect for complexity and leadership characteristics was highly significant. Complex leaders were rated higher on Tolerance for Uncertainty, Assumption of Leadership Role, Consideration, and Predictive Accuracy. Simple leaders were rated higher on Initiation of Structure, Production Emphasis and Demands Reconciliation. Author