TY - JOUR
T1 - Social motives and trust in integrative negotiation
T2 - The disruptive effects of punitive capability
AU - De Dreu, Carsten K.W.
AU - Giebels, Ellen
AU - Van De Vliert, Evert
PY - 1998/1/1
Y1 - 1998/1/1
N2 - Two studies tested the effects of negotiators' social motive (cooperative vs. individualistic) and punitive capability (high vs. low) on trust, negotiation behavior, and joint outcomes. On the basis of structural goal-expectation theory (T. Yamagishi, 1986), it was predicted that in the case of a cooperative motive higher levels of punitive capability lead to less trust, less exchange of information about preferences and priorities, and agreements of lower joint outcome. Study 1 (N = 41) supported this prediction: Cooperative negotiators had lower trust, exchanged less information, and attained lower joint outcomes under high rather than low punitive capability; individualistic negotiators were not influenced by punitive capability, presumably because they have low levels of trust to start with. Study 2 (N = 21) showed that these effects happened because higher levels of punitive capability increase conflict avoidance in negotiators with a cooperative motive.
AB - Two studies tested the effects of negotiators' social motive (cooperative vs. individualistic) and punitive capability (high vs. low) on trust, negotiation behavior, and joint outcomes. On the basis of structural goal-expectation theory (T. Yamagishi, 1986), it was predicted that in the case of a cooperative motive higher levels of punitive capability lead to less trust, less exchange of information about preferences and priorities, and agreements of lower joint outcome. Study 1 (N = 41) supported this prediction: Cooperative negotiators had lower trust, exchanged less information, and attained lower joint outcomes under high rather than low punitive capability; individualistic negotiators were not influenced by punitive capability, presumably because they have low levels of trust to start with. Study 2 (N = 21) showed that these effects happened because higher levels of punitive capability increase conflict avoidance in negotiators with a cooperative motive.
UR - http://www.scopus.com/inward/record.url?scp=0032357666&partnerID=8YFLogxK
U2 - 10.1037/0021-9010.83.3.408
DO - 10.1037/0021-9010.83.3.408
M3 - Article
AN - SCOPUS:0032357666
SN - 0021-9010
VL - 83
SP - 408
EP - 422
JO - Journal of applied psychology
JF - Journal of applied psychology
IS - 3
ER -