This research was sponsored by a Royal Netherlands Academy of Sciences fellowship to Carsten De Dreu and a Dutch National Science Foundation Grant (N.W.O. 560–270–043) to Evert van de Vliert and Frans Siero. Parts of this research were presented at the 1993 IACM conference (Leuven, Belgium). We thank Ellen Giebels and Barbara van Knippenberg for their assistance in collecting the data, and Vera Hoorens, Chris McCusker, Frans Oldersma, and the two reviewers for their comments on a previous draft.
Self-Serving Evaluations of Conflict Behavior and Escalation of the Dispute†
Article first published online: 31 JUL 2006
Journal of Applied Social Psychology
Volume 25, Issue 23, pages 2049–2066, December 1995
How to Cite
De Dreu, C. K. W., Nauta, A. and Van de Vliert, E. (1995), Self-Serving Evaluations of Conflict Behavior and Escalation of the Dispute. Journal of Applied Social Psychology, 25: 2049–2066. doi: 10.1111/j.1559-1816.1995.tb02387.x
- Issue published online: 31 JUL 2006
- Article first published online: 31 JUL 2006
There is good evidence that people generally tend to evaluate behaviors, contributions, and outcomes in terms favorable to the self. The present series of studies expands this finding by showing that professional negotiators (Study 1), governmental decision makers (Study 2), and organizational consultants (Study 3) make self-serving evaluations of conflict behavior: They view their own conflict behaviors as more constructive and as less destructive than those of their opponents. In addition, results revealed that self-serving evaluation of conflict behavior is associated with increased frustration, with reduced problem solving, and with enhanced likelihood of future conflict. It is argued that these findings expand the conflict literature in that they provide better insight into the motivational-cognitive antecedents and consequences of conflict escalation.