The behavioral context of strategic choice in negotiation: A test of the dual concern model

The dual concern model of negotiation predicts behavioral approaches from a n analysis of negotiators' motives. Previous studies of the model have show n support, but only under conditions where negotiators' motivationally pres cribed behavior was the same. The present study was designed to examine the impact of several different behavioral contexts. Undergraduate students re ad conflict scenarios in which their concern for self and other, and the be havior of the other party were manipulated. Support for the dual concern mo del was found when the opponent's behavior was identical to the negotiator' s own motivationally prescribed behavior. Across most conditions, a behavio ral matching hypothesis provided a better explanation. However, interaction s between motivational orientation and behavioral context suggest that nego tiators' behavior may be best predicted through a combination of motivation al and matching models.