Confounding the Creation of Social Forces
Laboratory Studies of Negotiation Behavior
Bibliographic Data
| ID | 10071864 |
|---|---|
| Authors | John Duffy (0000-0002-7660-2281, Dalhousie University), John F Duffy (Dalhousie University), Michael J Kavanagh (0000-0002-7933-5908, SUNY-Albany) |
| Year | 1983 |
| Volume | 27 |
| Issue | 4 |
| Pages | 635-647 |
| Publication date | 1983-12-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Conflict Resolution (JOURNAL) |
| Journal identifiers | ISSN: 0022-0027 • E-ISSN: 1552-8766 |
| Publisher | SAGE Publishing (PUBLISHER • US) |
| DOI | 10.1177/0022002783027004004 |
| OpenAlex | W2017253473 |
| Language | EN |
| References cited | 36 |
Many studies of bargaining behavior use an experimental paradigm in which a role play manipulation is contrasted with a “real” social force manipulation. These design changes confound the results because the experiment's social forces are created by two qualitatively different methods (role play versus “reality”) which are not quantitatively controlled. The present study replicates a previous experiment with this paradigm as a control condition and remedies the design problems as an experimental condition. The confounding is evident since a significant difference between control and experimental conditions is found. These results suggest that (1) methodologically, previous studies using the confounded design are tenuous; (2) contextually, loyalty does not have a significantly stronger influence on a negotiator than the need for logic; and (3) the group processes that affect the outcome are not obvious, although three post hoc explanations are proposed for future investigation
Affect (linguistics · Cognitive psychology · Confounding · Control (management · Economics · Loyalty · Microeconomics · Negotiation · Outcome (game theory · Political science · Politics · Post hoc · Social force · Communication · Computer Science · Experimental Behavioral Economics Studies · Management and Organizational Studies · Mathematics · Psychology · Psychology of Social Influence · Social Psychology
Handbook of Social Psychology
Research Methods in Social Relations
The Conduct of Inquiry
Handbook of Organizations (RLE
The psychology of interpersonal relations.
Research settings in industrial and organizational psychology
Two types of role playing
Loyalty of Representatives to Ingroup Positions During Intergroup Competition
The effects of size of conflict and sex of experimenter upon interpersonal bargaining
Experimental social psychology
Some impending reorientations in social psychology
The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation
Structural and attitudinal factors in interpersonal bargaining
Handbook of social psychology
Simulation Methodologies in Experimental Research on Negotiations by Representatives
Role playing
Role playing
Contemporary Collective Bargaining
Modern Elementary Statistics
The Norm of Reciprocity
Introduction to Statistics for the Behavioral Sciences
Where is the person in personality research
The human subject in psychological research
Human use of human subjects
Labor Relations
Contemporary Collective Bargaining
Handbook of Organizations
| Citation velocity | historical |
|---|---|
| Highly cited | No |