A CONTINGENCY APPROACH TO UNDERSTANDING NEGOTIATOR BEHAVIOR AS A FUNCTION OF WORLDMINDEDNESS AND EXPECTED FUTURE INTERACTION

A contingency approach was taken to investigate the effects of worldmi ndedness and expected future interaction on negotiators' behavioral re actions to a tough opponent. Results showed that internationalists (in dividuals who favor a worldview of the problems of humanity) who expec ted to have future interactions with a tough opponent were more concil iatory early in negotiations, relative to internationalists not expect ing future interactions. Nationalists who expected to have future inte ractions with a tough opponent were more contentious early in negotiat ions, relative to nationalists not expecting future interactions, This pattern of results is attributed to the different concerns and cognit ive structures of internationalists and nationalists.