Testing the relationships among negotiators' motivational orientations, strategy choices, and outcomes

Abstract

Previous research has established two-way relationships among negotiators' motivational orientations, strategy choices, and outcomes. This article focuses on the less often investigated three-way relationship among these variables. A log-linear analysis demonstrated that in individualistically oriented dyads, low joint gain was associated with high levels of substantiation, demand, and proposal modifications. Joint gain improved when negotiators made multi-issue offers, used positional arguing, and introduced non-reciprocal sequences based on priority information. In cooperatively oriented dyads, high levels of priority information, process management, and reciprocal sequences characterized ..