CONFLICT STYLES AND OUTCOMES IN A NEGOTIATION WITH FULLY-INTEGRATIVE POTENTIAL

This study investigated the causal effects of conflict styles on outco mes of a negotiation with fully-integrative (win-win) potential. Parti cipants were 444 graduate and undergraduate students who enacted a neg otiating role play. While negotiators using the integrating style were more effective than those using the dominating style, they were no mo re effective than those using the obliging or avoiding style. There we re no differences in either equality or equity of outcomes across all four styles. Integrating-style negotiators were the most efficient, bu t there were no differences in efficiency across the other three style s. Pursuit of self-interest and pursuit of other-interest interacted i n their prediction of effectiveness. Pursuit of self-interest led to e quality, and pursuit of self-and other-interest enhanced efficiency.