NEGOTIATION AND CONFLICT: AN EXPERIMENTAL STUDY.
ILLINOIS UNIV URBANA GROUP EFFECTIVENESS RESEARCH LAB
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The report describes an experiment involving 60 four person negotiation groups, each with one member in the role of a minority-of-one, two agreeing members in majority roles, and a neutral moderator. The study views negotiation as involving conflict at three levels a inter-group conflict between the parties represented in the negotiation b intra-group conflict among the negotiators themselves, considered as members of a small, task-oriented group and c intra-individual or role conflict for the individual negotiators. Three major results were obtained a Interpersonal relationships in the negotiation groups differed significantly as a function of the individuals role in the group. b Perceived task success led to differences in situational adjustment of incumbents of different roles. c The degree of inter-personal hostility displayed during the negotiation was significantly related to group cohesiveness, average member adjustment and group task success. Results of the study led to the formulation of a tentative model for analysis of negotiation as a complex social-psychological process, and hypotheses for a systematic extension of research in this problem area.