University of Twente Student Theses

Login

Dependency and Control in Negotiation

Vos, F.G.S. (2012) Dependency and Control in Negotiation.

[img] PDF
323kB
Abstract:Power and especially powerlessness are present in almost all contexts, from parent-child dynamics, over work environments to international disputes. In relation to powerlessness, this research assumed that its element “control” is related to a partner’s ability of rewarding and executing punishment whereas the element “dependency” is related to the resource-related aspects of negotiations (which include motivational investment and lack of alternatives) and that these different elements have different effects on negotiation. The assumptions were tested using a 2x2 factorial between subjects design with dependency (yes/no) and being controlled (yes/no) as factors. Eighty-nine respondents, mainly students, (1) read one out of four vignettes for priming, (2) participated in a negotiation game and (3) completed a paper-and-pencil questionnaire. The results show that individuals that are controlled have a reduced tendency to make the first offer (in comparison to non-controlled individuals) and dependent individuals tend to have lower outcomes (when compared to non-dependent individuals) in negotiation. The discussion and implications of these findings are further elaborated in the discussion section.
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/63354
Export this item as:BibTeX
EndNote
HTML Citation
Reference Manager

 

Repository Staff Only: item control page