Interdependence, social motives, and outcome satisfaction in multiparty negotiation

What makes negotiators satisfied with their outcomes? In this study, we exa mined whether interpersonal interdependence, in the context of multi-party multi-issue negotiation, affected negotiators' satisfaction with their indi vidual and group outcomes. We integrated principles from interdependence, s ocial comparison, and social value theories to generate hypotheses about th e social-evaluative nature of satisfaction with negotiation outcomes. Contr olling for differences in quality of individual outcomes, we found a positi ve association between satisfaction and individual outcome and a negative a ssociation between satisfaction and group outcome. Relative to those with p rosocial social value orientation, negotiators with an individualistic soci al value orientation were less satisfied with the group outcome, regardless of induced motivational orientation. Neither motivational orientation nor an interaction between motivational orientation and social value orientatio n were related to satisfaction. We discuss the implications of our results for research on interdependence processes in negotiations and the role of s ocial motives. Copyright (C) 2000 John Wiley & Sons, Ltd.