Bargaining strength and group polarization in intergroup negotiations
Bibliographic Data
| ID | 7540306 |
|---|---|
| Authors | Jacob M Rabbie (corresponding author), Lieuwe Visser (Netherlands Institute for Advanced Study in the Humanities and Social Sciences) |
| Year | 1972 |
| Volume | 2 |
| Issue | 4 |
| Pages | 401-416 |
| Publication date | 1972-10-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | European Journal of Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0046-2772 • E-ISSN: 1099-0992 |
| Publisher | Wiley (PUBLISHER • GB) |
| DOI | 10.1002/ejsp.2420020405 |
| OpenAlex | W2017872294 |
| Language | EN |
| Citations received | 11 |
| References cited | 15 |
In the context of a labour‐management simulation study, three‐man union teams were made to believe that they had either a very strong or a very weak bargaining position vis‐à‐vis the other party. In half of each of these conditions, a cooperative and a competitive orientation toward the other group was induced. In preparation for the intergroup negotiations, the subjects were first asked to indicate their individual aspirations for three negotiation issues. After a group discussion, their collective aspirations were obtained. Regardless of the experimental conditions. groups set significantly higher aspiration levels than individuals on the most important issue but were more conservative and cautious on less important issues. In general, for all three topics, significant or near‐significant interactions were found between bargaining strength and the direction of the group‐induced shift. In the strong bargaining condition, groups set higher aspiration levels than the average of prior individual judgments; in the weak bargaining condition the opposite trend occurred. An effort was made to relate these findings to the various theories developed in the ‘risky‐shift’ literature
Collective bargaining · Context (archaeology · Economics · Geometry · Group (periodic table · Labour economics · Negotiation · Orientation (vector space · Polarization (electrochemistry · Political science · Position (finance · Set (abstract data type · Experimental Behavioral Economics Studies · Law · Mathematics · Opinion Dynamics and Social Influence · Psychology · Social and Intergroup Psychology · Social Psychology
Dissensions et consensus
Differential power and effects of expected competitive and cooperative intergroup interaction on intragroup and outgroup attitudes
The group polarization phenomenon
Group Influences on Probability Judgments concerning Social and Political Change
Social identity theory
Polarization and moderation of person perception judgements as a function of group interaction style
Discussion‐induced shift toward higher demands in negotiation
Understanding Success and Failure of International Mediation
Microanalytic Approaches to Political Decision-Making
A behavioral interaction model
Aggressive reactions to social injustice by individuals and groups as a function of social norms, gender, and anonymity
New Directions In Psychology
A behavioral theory of labor negotiations
Advances In Experimental Social Psychology
Why do Groups Make Riskier Decisions Than Individuals
Intergroup competition and its effect on intragroup and intergroup relations
Test of the "risk is a value" hypothesis
Group composition and the risky shift
Risky and cautious shifts in group decisions
Conclusions
Group risk‐taking and group polarization
Studies of interpersonal bargaining
The group as a polarizer of attitudes
A social comparison of abilities interpretation of risk-taking behavior
Group induced shift toward risk
| Unique citing works | 11 |
|---|---|
| Citations per year | 0,21 |
| Citation span | 1974 - 2010 (37) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 11 |