Social Motives and Trust in Integrative Negotiation: The Disruptive Effects of Punitive Capability

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 o...

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Bibliographic Details
Published in:Journal of applied psychology 1998-06, Vol.83 (3), p.408-422
Main Authors: De Dreu, Carsten K. W, Giebels, Ellen, Van de Vliert, Evert
Format: Article
Language:English
Subjects:
Bargaining
Behavior
Biological and medical sciences
Co-operation
Conflicts
Cooperation
Effects
Factors
Female
Fundamental and applied biological sciences. Psychology
Goals
Human
Interpersonal Control
Male
Motivation
Negotiation
Negotiations
Psychology. Psychoanalysis. Psychiatry
Psychology. Psychophysiology
Punitive tactics
Social interactions. Communication. Group processes
Social motivation
Social psychology
Statistical analysis
Studies
Trust
Trust (Social Behavior)
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Summary: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.
ISSN:0021-9010
1939-1854
DOI:10.1037/0021-9010.83.3.408