IDEAS home Printed from https://ideas.repec.org/a/sae/jocore/v40y1996i4p678-698.html
   My bibliography  Save this article

Intergroup Negotiations

Author

Listed:
  • Jeffrey T. Polzer

    (Graduate School of Business, University of Texas at Austin)

Abstract

In this study, the performance of individual and team negotiators is compared. From an intergroup relations perspective, teams may be impeded by their competitive orientation and low levels of cooperation and trust. However, from a cognitive perspective, advantages should accrue to teams because more people are present to generate additional ideas, bring a greater number of perspectives to the problem, and perform strategically important roles during the negotiation. The relative effects of these opposing forces were tested by comparing the perceptions and outcomes of parties in intergroup, interindividual, and mixed (team vs. individual) negotiations in a laboratory experiment. Results indicate that the presence of teams increased competitiveness and decreased cooperativeness and trust between negotiating parties. In mixed negotiations, teams outperformed individual opponents and were perceived as having more power and more ideas for a solution. Teams also affected integrative outcomes when negotiators' level of training was considered, such that the presence of teams negatively influenced performance for novices but positively influenced integrative outcomes for trained negotiators. The implications of these results for theories of intergroup relations and negotiations are discussed.

Suggested Citation

  • Jeffrey T. Polzer, 1996. "Intergroup Negotiations," Journal of Conflict Resolution, Peace Science Society (International), vol. 40(4), pages 678-698, December.
    • Handle: RePEc:sae:jocore:v:40:y:1996:i:4:p:678-698
    DOI: 10.1177/0022002796040004008
    as

    Download full text from publisher

    File URL: https://journals.sagepub.com/doi/10.1177/0022002796040004008
    Download Restriction: no
    File URL: https://libkey.io/10.1177/0022002796040004008?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Anca Maria CLIPA, 2018. "Employment Contract Negotiations For Romanian It Employees And Their Willingness For Future (Re)Negotiations," SEA - Practical Application of Science, Romanian Foundation for Business Intelligence, Editorial Department, issue 18, pages 307-312, December.
    2. Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
    3. Jessica Bregant & Alex Shaw & Katherine D. Kinzler, 2016. "Intuitive Jurisprudence: Early Reasoning About the Functions of Punishment," Journal of Empirical Legal Studies, John Wiley & Sons, vol. 13(4), pages 693-717, December.
    4. Gelfand, Michele J. & Christakopoulou, Sophia, 1999. "Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 248-269, September.
    5. Steinel, Wolfgang & De Dreu, Carsten K.W. & Ouwehand, Elsje & Ramírez-Marín, Jimena Y., 2009. "When constituencies speak in multiple tongues: The relative persuasiveness of hawkish minorities in representative negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 109(1), pages 67-78, May.
    6. Bereby-Meyer, Yoella & Moran, Simone & Unger-Aviram, Esther, 2004. "When performance goals deter performance: Transfer of skills in integrative negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 93(2), pages 142-154, March.
    7. Song, Fei, 2008. "Trust and reciprocity behavior and behavioral forecasts: Individuals versus group-representatives," Games and Economic Behavior, Elsevier, vol. 62(2), pages 675-696, March.
    8. Chmielecki Michał, 2020. "Cognitive Biases in Negotiation - Literature Review," Journal of Intercultural Management, Sciendo, vol. 12(2), pages 31-52, June.
    9. Leeuwen, Jerry van & Heijden, Hans van der & Kronsteiner, Reinhard, 2003. "Group Decision Support for Resource Allocation Decisions in Three-Person Groups," Serie Research Memoranda 0025, VU University Amsterdam, Faculty of Economics, Business Administration and Econometrics.
    10. Janice Nadler & Leigh Thompson & Leaf Van Boven, 2003. "Learning Negotiation Skills: Four Models of Knowledge Creation and Transfer," Management Science, INFORMS, vol. 49(4), pages 529-540, April.
    11. Andrew M. Davis & Stephen Leider, 2018. "Contracts and Capacity Investment in Supply Chains," Manufacturing & Service Operations Management, INFORMS, vol. 20(3), pages 403-421, July.
    12. 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.
    13. De Dreu, Carsten K. W., 2003. "Time pressure and closing of the mind in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 91(2), pages 280-295, July.
    14. Burson, Katherine A. & Faro, David & Rottenstreich, Yuval, 2010. "ABCs of principal-agent interactions: Accurate predictions, biased processes, and contrasts between working and delegating," Organizational Behavior and Human Decision Processes, Elsevier, vol. 113(1), pages 1-12, September.
    15. Tinsley, Catherine H. & O'Connor, Kathleen M. & Sullivan, Brandon A., 2002. "Tough guys finish last: the perils of a distributive reputation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 88(2), pages 621-642, July.
    16. Kern, Mary C. & Brett, Jeanne M. & Weingart, Laurie R. & Eck, Chase S., 2020. "The “fixed” pie perception and strategy in dyadic versus multiparty negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 143-158.
    17. Alavi, Sascha & Wieseke, Jan & Guba, Jan H., 2016. "Saving on Discounts through Accurate Sensing – Salespeople's Estimations of Customer Price Importance and Their Effects on Negotiation Success," Journal of Retailing, Elsevier, vol. 92(1), pages 40-55.
    18. Sujin Lee, 2005. "Judgment of Ingroups and Outgroups in Intra- and Intercultural Negotiation: The Role of Interdependent Self-Construal in Judgment Timing," Group Decision and Negotiation, Springer, vol. 14(1), pages 43-62, January.
    19. Lucy F. Ackert & Bryan K. Church & Gerald P. Dwyer Jr., 2007. "When the Shoe Is on the Other Foot," Public Finance Review, , vol. 35(2), pages 199-214, March.
    20. Anca Maria CLIPA & Sorina POSTOLEA, 2017. "Investigating What Romanian It Recruiters And Employees Value When They Negotiate Employment Contract," SEA - Practical Application of Science, Romanian Foundation for Business Intelligence, Editorial Department, issue 15, pages 321-329, December.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:sae:jocore:v:40:y:1996:i:4:p:678-698. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: SAGE Publications (email available below). General contact details of provider: http://pss.la.psu.edu/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.