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Small Group Research
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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
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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]