Abstract
Previous studies attempting to assess the impact of concern for an opponent bargainer's welfare (orientation) upon the integrativeness of the agreements reached have produced differing conclusions. The design of an earlier experiment by Kelley and Schenitzki was replicated using a different negotiation method and task. Participants took the role of either the buyer or the seller in a two-party negotiation. Bargainers received instructions emphasizing either a Team Orientation (i.e., concern for mutual profit) or an Individualistic Orientation (i.e., concern for only one's own profit) and bargained under either a Free Communication or a Restricted Communication condition. The Team Orientation produced more integrative agreements (i.e., higher joint outcomes) than the Individualistic Orientation, regardless of the communication condition. Process data suggested that distinct processes may promote the development of integrative solutions in the two communication conditions.
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