The Behavioral Context of Strategic Choice in Negotiation: A Test of the Dual Concern Model1

Authors


  • 1

    The authors are grateful to three anonymous reviewers for their very helpful comments. Portions of this paper were presented at the 1994 (Eugene, Oregon) meeting of the International Association for Conflict Management.

2 Correspondence concerning this article should be addressed to Jonathan A. Rhoades, Department of Psychology, 6 Washington Place, New York University, New York, NY 10003. e-mail: rhoades@psych.nyu.edu.

Abstract

The dual concern model of negotiation predicts behavioral approaches from an analysis of negotiators' motives. Previous studies of the model have shown support, but only under conditions where negotiators' motivationally prescribed behavior was the same. The present study was designed to examine the impact of several different behavioral contexts. Undergraduate students read conflict scenarios in which their concern for self and other, and the behavior of the other party were manipulated. Support for the dual concern model was found when the opponent's behavior was identical to the negotiator's own motivation-ally prescribed behavior. Across most conditions, a behavioral matching hypothesis provided a better explanation. However, interactions between motivational orientation and behavioral context suggest that negotiators' behavior may be best predicted through a combination of motivational and matching models.

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