The Effect of Dyad Machiavellianism and Visual Access on Integrative Bargaining Outcomes

Fry, William Rick

doi:10.1177/0146167285111005

Cited by 48 publications

(32 citation statements)

References 11 publications

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“…The expectations for achieving a profit of at least $2300 is identical to that used by Pruitt and his co-workers (Carnevale and Isen 1986;Carnevale, Pruitt, and Seilheimer 1981;Fry 1985;Lewis and Fry 1977;Pruitt and Lewis 1975;Schultz and Pruitt 1978). Only 25 of the 729 possible agreements enable both parties to achieve a $2300 profit.…”

Section: Methodsmentioning

confidence: 93%

“…A series of-experiments were completed using the bilateral monopoly task (see Pruitt 1981 for a review of the earlier studies in this series). Studies such as Lewis and Fry (1977); Carnevale, Pruitt, and Seilheimer (1981);Fry (1985); and Carnevale and Isen (1986) show that the presence of a visual barrier increases the joint outcome of those dyads whose members had an individualistic bargaining orientation. Interestingly, Lewis and Fry (1977) found that the performance differences characterizing individualistic and cooperative negotiators (Pruitt and Rubin 1986) that were evident when negotiators could see each other vanished when visual access was removed.…”

Section: Information Technology Media Efficiency and Media Richnessmentioning

confidence: 99%

“…Thus looking is likely to bring into prominence interpersonal differences rather than those "objective" difficulties that are inherent in the task (Ellsworth and Carlsmith 1968). A visual barrier between speaker and listener is likely to increase task performance in such situations (Carnevale and Isen 1986;Carnevale, Pruitt, and Seilheimer 1981;Fry 1985). Conversely the same barrier may hinder the projection and/or detection of trust by bargainers who share a cooperative bargaining orientation.…”

Section: Hypothesesmentioning

confidence: 99%

See 2 more Smart Citations

The effect of communication medium on negotiation performance

Sheffield

1995

Group Decis Negot

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Abstract.Concepts of media efficiency and media richness are employed to describe the impact of communication media on two key aspects of negotiation behavior--reducing uncertainty about the task, and managing equivocality about negotiator's bargaining orientation. A controlled experiment was conducted to examine how the use of either audio or text forms of verbal communication, and the presence or absence of visual communication, impacts negotiation performance in a bilateral monopoly task. Each member of a pair of negotiators received private instructions either to maximize joint profit (a cooperative bargaining orientation) or to maximize individual profit (an individualistic bargaining orientation). Negotiation performance was measured via the total amount of relative cooperativeness of verbal communication and joint profit. In the audio mode as opposed to the text mode, the total amount of verbal communication and joint profit was increased. In the presence of visual communication the relative cooperativeness and joint profit of pairs of individualistic negotiators was less than that of cooperative negotiators. In the absence of visual communication the relative cooperativeness and joint profit of pairs of individualistic negotiators was no less than that of cooperative negotiators. In sum the findings suggest that uncertainty regarding the logical structure of the task was reduced primarily via verbal communclation, while equivocality regarding the bargaining orientation of the other negotiator was reduced primarily via visual communication. The implications for group decision and negotiation research and practice are explored.

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Section: Methodsmentioning

confidence: 93%

Section: Information Technology Media Efficiency and Media Richnessmentioning

confidence: 99%

Section: Hypothesesmentioning

confidence: 99%

See 1 more Smart Citation

The effect of communication medium on negotiation performance

Sheffield

1995

Group Decis Negot

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“…For example, as summarized in Rubin and Brown's (1975) review, of more than 100 studies on the effect of gender on negotiation, approximately 30 studies reported no difference between men and women, 30 reported that female were better negotiators than men, and the remainders reported opposite findings. Similar contradictory findings exist for a number of other personality traits and measures (Ford 1983;Fry 1985;Pruitt and Syna 1985).…”

Section: Research On Personality and Negotiationmentioning

confidence: 71%

Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles

Jaeger

2005

Group Decis Negot

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Researchers believe that personality affects both the negotiation process and outcomes, but have yet to provide reliable evidence. Using a culturally balanced personality scale SAPPS, we explore the impact of personality on negotiation within a collectivist context-China. Hypothesized relationships based on a buyer/seller model are supported that assertive negotiators are more likely to behave competitively, which leads to better economic outcomes, and open-minded negotiators are more likely to use an integrative approach, which leads to higher satisfaction. This result, similar to those obtained in North America, suggests a universal model of negotiation might exist. Our study also indicates, however, that personality only accounts for a small portion of variance in negotiation behaviors. More research from other perspectives is needed for further exploration.

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“…Thus looking is likely to bring into promi-I77 nence interpersonal differences rather than those "objective"difficu1ties that are inherent in the task [20]. A visual barrier between speaker and listener is likely to increase taskperformancein such situations [5,6,23,35]. Conversely the same barrier may hinder the projection and/or detection of trust by bargainers who share a cooperative bargaining orientation.…”

Section: The Two-way Interaction Between Bargaining Orientation Anmentioning

confidence: 99%

The effect of bargaining orientation and communication medium on negotiation

Sheffield

1992

Proceedings of the Twenty-Fifth Hawaii International Conference on System Sciences

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A controlled experiment was conducted to examine how the use of either audio or text forms of verbal communication, and the presence or absence of visual communication impacts the form, content and outcome of negotiation in a bilateral monopoly task.As hypothesized, a cooperative bargaining orientation andlor an audio mode of communication lead to a higher joint outcome. In addition, dyads whose members each received private instructions to maximise joint outcome performed better when they could see each other whereas those who received instructions to maximise individual outcome did worse. Uncertainty regarding the logical structure of the task was reduced only via verbal communication, while equivocality regarding the bargaining orientation of the negotiating parties was reduced only via visual communication.

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The Effect of Dyad Machiavellianism and Visual Access on Integrative Bargaining Outcomes

Cited by 48 publications

References 11 publications

The effect of communication medium on negotiation performance

The effect of communication medium on negotiation performance

Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles

The effect of bargaining orientation and communication medium on negotiation

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