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Value Differences and Conflict Resolution

Author

Listed:
  • Daniel Druckman

    (National Research Council)

  • Benjamin J. Broome

    (George Mason University)

Abstract

Effects of familiarity and liking on negotiating perceptions and behaviors are explored in two experiments, one focusing on prenegotiation expectations and perceptions (experiment 1), the other on negotiation processes and outcomes (experiment 2). Both experiments were embedded in the context of a simulation of conflict between groups resembling the Greek and Turkish communities in Cyprus. Results obtained in the two experiments showed different effects for the familiarity and liking variables: Analytically distinct effects for these variables on prenegotiation perceptions contrasted with the combined effects on negotiating behavior and postnegotiation perceptions. In experiment 1, liking influenced expected movement from initial positions, perceptions of the opponent, and types of strategies prepared for the negotiation; familiarity had its primary impact on perceptions of the situation as being conducive to agreement. Results of experiment 2 showed that reducing either liking or familiarity served to reduce willingness to reach compromise agreements, whether actual or desired. These results suggest that the positive effects obtained for a facilitation condition reported in an earlier study by Druckman, Broome, and Korper (1988) may have been due to the combination of familiarity and liking produced by the experimental manipulation. Implications of the results obtained in both experiments are discussed in terms of changing expectations and uncertainty reduction. Further analyses of negotiating process dynamics would elucidate the difference between reaching agreements in the short run and developing relationships between groups over the long term.

Suggested Citation

  • Daniel Druckman & Benjamin J. Broome, 1991. "Value Differences and Conflict Resolution," Journal of Conflict Resolution, Peace Science Society (International), vol. 35(4), pages 571-593, December.
  • Handle: RePEc:sae:jocore:v:35:y:1991:i:4:p:571-593
    DOI: 10.1177/0022002791035004001
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    Cited by:

    1. Michael Filzmoser & Patrick Hippmann & Rudolf Vetschera, 2016. "Analyzing the Multiple Dimensions of Negotiation Processes," Group Decision and Negotiation, Springer, vol. 25(6), pages 1169-1188, November.
    2. Jochen Reb, 2010. "The Influence of Past Negotiations on Negotiation Counterpart Preferences," Group Decision and Negotiation, Springer, vol. 19(5), pages 457-477, September.
    3. Neil E. Fassina & Glen R. Whyte, 2014. "“I am Disgusted by Your Proposal”: The Effects of a Strategic Flinch in Negotiations," Group Decision and Negotiation, Springer, vol. 23(4), pages 901-920, July.
    4. Kihwan Kim & Nicole L. Cundiff & Suk Bong Choi, 2015. "Emotional Intelligence and Negotiation Outcomes: Mediating Effects of Rapport, Negotiation Strategy, and Judgment Accuracy," Group Decision and Negotiation, Springer, vol. 24(3), pages 477-493, May.
    5. Lukasz W. Jochemczyk & Andrzej Nowak, 2010. "Constructing a Network of Shared Agreement: A Model of Communication Processes in Negotiations," Group Decision and Negotiation, Springer, vol. 19(6), pages 591-620, November.

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