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Wie is de beste onderhandelaar? : het effect van depletie en sociale waardeoriëntatie op onderhandelingen

Wijk, H. van (2009) Wie is de beste onderhandelaar? : het effect van depletie en sociale waardeoriëntatie op onderhandelingen.

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Abstract:This research was focused on how depletion and sociale motives affect negotiations. The most important assumption was that the effects of depletion could differ for the prosocial motives and the egoistic motives. Depletion could affect negotiations in two different ways. The expectation was that depletion could affect the cognitive performances of the negotiators. When the cognitive performances become worse due to depletion, the negotiators will probably have less ability to think, use less problem solving behavior and have a bigger chance of having a fixed pie perception. Because of this they will make less use of the integrative potential of the negotiation. This should apply especially to the negotiators with a prosocial motive. But we found no effects of depletion on the cognitive performances of the negotiators. The second expectation was that depletion would increase the concern for self of the negotiators and especially for the prosocial negotiators. And also the concern for other would be lower for the prosocial negotiators, due to the effect of depletion. The concern for self would stay the same for the egoistic negotiators. From that the expectation was that forcing behavior and negotiation time would increase. The negotiators would also make less use of the integrative potential of the negotiation. This effect would be the strongest for the negotiators with a prosocial motive. The results of this study show an increase of the concern for self for the egoistic negotiators due to the effects of depletion. Negotiators with al prosocial motive made less use of the integrative potential of the negotiation in the depletion condition. Egoistic negotiators made more use of the integrative potential of the negotiation in the depletion condition
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:77 psychology
Programme:Psychology MSc (66604)
Link to this item:http://purl.utwente.nl/essays/59120
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