Advanced Search

Journal Navigation

Journal Home

Subscriptions

Archive

Contact Us

Table of Contents

CiteULike is a free service for managing and discovering scholarly references - click here to get started.

Sign In to gain access to subscriptions and/or personal tools.
Small Group Research
This Article
Right arrow Full Text (PDF)
Right arrow References
Right arrow Alert me when this article is cited
Right arrow Alert me if a correction is posted
Services
Right arrow Email this article to a friend
Right arrow Similar articles in this journal
Right arrow Similar articles in Web of Science
Right arrow Alert me to new issues of the journal
Right arrow Add to Saved Citations
Right arrow Download to citation manager
Right arrowRequest Permissions
Right arrow Request Reprints
Right arrow Add to My Marked Citations
Citing Articles
Right arrow Citing Articles via HighWire
Right arrow Citing Articles via Web of Science (2)
Right arrow Citing Articles via Google Scholar
Right arrow Citing Articles via Scopus
Google Scholar
Right arrow Articles by Schei, V.
Right arrow Articles by Rognes, J. K.
Right arrow Search for Related Content
Social Bookmarking
Add to CiteULike   Add to Complore   Add to Connotea   Add to Del.icio.us   Add to Digg   Add to Reddit   Add to Technorati   Add to Twitter  
What's this?

Small Group Negotiation

When Members Differ in Motivational Orientation

Vidar Schei

Norwegian School of Economics and Business Administration, vidar.schei{at}nhh.no

Jørn K. Rognes

Norwegian School of Economics and Business Administration

Members of small groups often disagree when making decisions. Therefore, they need to negotiate to reach a joint decision. Small group negotiations will often be difficult because group members approach the task with different motivational orientations, some members being individualistic (i.e., focusing only on their own interests) and others being more cooperative (i.e., focusing both on their own interests and those of the group as a whole). Examining 3-person groups in simulated negotiations, it was found that the differences in group members’ motivational orientations affected both (a) how resources were distributed within the groups (individualistic members exploited cooperative members and got the lion’s share of the resources, even when the cooperators were in a majority) and (b) how fairness was perceived across group compositions (members of groups with only cooperative members perceived the negotiations to be more fair than did members of groups that had one or more individualistic members).

Key Words: group negotiation • motivational orientation • individualistic • cooperative

Small Group Research, Vol. 36, No. 3, 289-320 (2005)
DOI: 10.1177/1046496404273145
Add to CiteULike CiteULike   Add to Complore Complore   Add to Connotea Connotea   Add to Del.icio.us Del.icio.us   Add to Digg Digg   Add to Reddit Reddit   Add to Technorati Technorati   Add to Twitter Twitter    What's this?


This article has been cited by other articles:


Home page
 Group Processes Intergroup RelationsHome page
V. Schei, J. K. Rognes, and C. K. W. De Dreu
Are Individualistic Orientations Collectively Valuable in Group Negotiations?
Group Processes Intergroup Relations, July 1, 2008; 11(3): 371 - 385.
[Abstract] [PDF]