The DOI matches its Crossref record; 40 of the 40 references it cites were found in a registry or an index.
The Impact of Social Value Orientations on Negotiator Cognition and Behavior
Open accessAbstract
Prior research using experimental games has demonstrated that social value orientations affect the ways in which individuals approach and react to interdependent others; prosocials exhibit greater cooperation than individualists and competitors. This article extends these lines of research by examining the influence of social value orientations on negotiation cognition and behavior. Consistent with predictions, prosocials, relative to individualists and competitors, exhibited lower levels of demand, exhibited greater levels of concessions, and ascribed greater levels of fairness and considerateness to the other person. Moreover, prosocials as well as individualists and competitors exhibited tendencies toward logrolling, making greater concessions on low-priority rather than high-priority issues. The discussion describes several theoretical and practical implications of these findings.
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Cites
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Cited by
First offers as anchors: The role of perspective-taking and negotiator focus.
Galinsky, A. D., & Mussweiler, T. (2001) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.81.4.657 · Cited by 834
Dreu, C. K. W. D., Weingart, L. R., & Kwon, S. (2000) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.78.5.889 · Cited by 772
Motivated Information Processing in Group Judgment and Decision Making
De Dreu, C. K. W., Nijstad, B. A., & van Knippenberg, D. (2008) · Personality and Social Psychology Review · doi:10.1177/1088868307304092 · Cited by 754
Self-citationWhat goes around comes around: the impact of personal conflict style on work conflict and stress
Friedman, R. A., Tidd, S. T., Currall, S. C., & Tsai, J. C. (2000) · International Journal of Conflict Management · doi:10.1108/eb022834 · Cited by 500
Ketelaar, T., & Tung Au, W. (2003) · Cognition and Emotion · doi:10.1080/02699930143000662 · Cited by 482
Metadata
- Authors
- de Dreu, C. K. W., & van Lange, P. A. M.
- Venue
- Personality and Social Psychology Bulletin
- Publisher
- SAGE Publications
- Published
- 1995-11
- Volume
- 21
- Issue
- 11
- Pages
- 1178-1188
- ISSN
- 0146-1672 (ISSN-L)
- 1552-7433
- OpenAlex
- W1920751668
- Cited by
- 297
- References
- 40
- FWCI
- 23.11
- Type
- journal article
- Language
- en
- Open access
- green
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- de Dreu, C. K. W., & van Lange, P. A. M. (1995). The Impact of Social Value Orientations on Negotiator Cognition and Behavior. Personality and Social Psychology Bulletin. https://doi.org/10.1177/01461672952111006
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
