INTEREST ALIGNMENT AND COALITIONS IN MULTIPARTY NEGOTIATION

This study tested hypotheses developed from the distinct literatures o n negotiations and coalitions and hypotheses integrating the two, In a complex, three-person negotiation simulation, subjects had to decide jointly how to allocate two resource pools, They were gir en multiple pieces of information regarding their negotiation preferences, coaliti on alternatives, and entitlements. Coalition alternatives and entitlem ent cuss affected only the resource pool to which they were directly l inked, bug. compatible interests, through the coalitions they generate d, affected both resource pools, including the one to which these inte rests were not directly linked. The discuss the importance of integrat ing negotiation and coalition research in a wagr that Incorporates the social dynamics of the negotiation interaction.