ROLE STRUCTURE, LEADERSHIP, AND NEGOTIATION EFFECTIVENESS.

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Abstract:

The study compared the effectiveness of negotiation groups versus decision-making groups with the same task and attitudinal composition but without a conflict-generating representational role structure. It also tested the ameliorative effects of a neutral leader mediator on such conflict and on consequent group performance effectiveness. 1 Results validate a previous test of a model of the negotiation process, in which members attraction to their reference groups are viewed as forces impeding negotiation success, while members commitment to a superordinate reference position and their motivation to resolve the problem are viewed as forces promoting negotiation success. 2 Results also show that groups having a representational role structure ie negotiation groups set forth less successful solutions than decision-making groups without this structure. 3 A neutral leader appears to attenuate conflict arising from a representational role structure, and enhances the chances of a successful group solution. The findings have implications for organizational decision-making and for the negotiation process.

Author(s):
Vidmar, Neil J. ; Mcgrath, Joseph E.
Author Organization(s):
ILLINOIS UNIV URBANA DEPT OF PSYCHOLOGY
Descriptive Note:
Technical rept.,
Supplementary Note:
Rept. on Studies in the Social Psychology of Conflict.
Pagination:
0140

Security Markings

DOCUMENT & CONTEXTUAL SUMMARY

Distribution:
Approved For Public Release

RECORD

Collection: TR
Identifying Numbers
Report Number(s):
TR-6, AFOSR-67-1571
Contract/Grant Number(s):
AF 49(638)-1291
Task Number(s):
977902
Project Number(s):
AF-9779
Monitor Series:
67-1571
 Subject Terms
Joint Capability Areas:
JCA_5_Command and Control
Communities of Interest:
Materials and Manufacturing Processes
Descriptor(s):
*LEADERSHIP, *GROUP DYNAMICS, PERFORMANCE(HUMAN), ATTITUDES(PSYCHOLOGY), DECISION MAKING, SOCIAL PSYCHOLOGY, MOTIVATION, ORGANIZATIONS, EDUCATION, BEHAVIOR, PERCEPTION(PSYCHOLOGY)
Field(s)/Group(s):
Psychology
Report Date:
1967 Aug 01