THE IMPACT OF CONSIDERATION OF ISSUES AND MOTIVATIONAL ORIENTATION ONGROUP NEGOTIATION PROCESS AND OUTCOME

In 2 studies the authors tested the effects of motivational orientatio n (cooperative vs. individualistic) and issue consideration (simultane ous vs. sequential) on the negotiation process and outcome quality att ained by 4-person groups engaged in a multi-issue negotiation. Study 1 (n = 84) showed that both a cooperative orientation and simultaneous issue consideration improved outcome quality. Simultaneous considerati on of issues also increased the likelihood of reaching agreement. Stud y 2, focusing on the negotiation process, showed that cooperative grou ps were more trusting and engaged in less argumentation. Simultaneous issue-consideration groups exchanged more information and bad greater insight into the other parties' priorities. A lag sequential analysis showed that groups with a cooperative orientation overcame the limits of discussing issues sequentially by engaging norms of reciprocity and mutuality.