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Weten is winnen? : de invloed van epistemische en sociale motivatie op de gezamenlijke en relatieve uitkomsten in integratieve onderhandelingen

Verslagers, E. (2008) Weten is winnen? : de invloed van epistemische en sociale motivatie op de gezamenlijke en relatieve uitkomsten in integratieve onderhandelingen.

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Abstract:Based on the motivated information-processing model of negotiation (De Dreu & Carnevale, 2003), the current research examines the interaction between epistemic and social motivation on joint and relative outcomes in negotiations. Epistemic motivation is the degree in which negotiators try to obtain a complete picture of the situation. The results provided preliminary support for our expectation that for egoistic oriented, proself negotiators, it is sufficient that only one of the negotiators has high epistemic motivation. Proself dyads with both a high epistemic motivation or with asymmetric epistemic motivation (one high, one low) reach higher joint outcomes than proself dyads with both low epistemic motivation. No such effect was found for cooperatively oriented prosocial negotiatiors who reached high joint outcomes regardless of the dyad’s epistemic motivation composition. Follow-up analyses show that this effect was mediated by the dyad’s ability to think. At the individual level the results showed no significant differences between a high and low epistemic motivated negotiator within an asymmetrical dyad. This was the case for both proself as prosocial dyads. It seems that there is some sort of cross-fertilization with epistemic motivation within dyads that contain an asymmetrical epistemic motivation.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:05 communication studies
Programme:Psychology MSc (66604)
Link to this item:http://purl.utwente.nl/essays/58958
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