Should Your Group Have a Leader?: The Influence of Power on Cooperative and Individualistic Group Negotiations

This study examined how different levels of power influence outcomes in group negotiations. Hereby, triads of friends (n=81) or strangers (n=74) either had a powerholder with almighty decisional power, a merely appointed leader, or no leader. It was expected that different motivational orientations affect whether a powerholder is beneficial or harmful. Results from the three-person “Aloha Beach Club” group negotiation task confirmed this prediction as cooperative groups reached more integrative agreements than individualistic groups. Although it was expected that power would animate cooperative leaders to organize the negotiation, no such structuring behaviour was found. Moreover, opposite than predicted, individualistic powerholders attained higher scores in groups of friends than in groups of strangers. Overall, results showed that it is irrelevant whether leaders have almighty power or are merely appointed – in both cooperative and individualistic groups they attained similar...Show moreThis study examined how different levels of power influence outcomes in group negotiations. Hereby, triads of friends (n=81) or strangers (n=74) either had a powerholder with almighty decisional power, a merely appointed leader, or no leader. It was expected that different motivational orientations affect whether a powerholder is beneficial or harmful. Results from the three-person “Aloha Beach Club” group negotiation task confirmed this prediction as cooperative groups reached more integrative agreements than individualistic groups. Although it was expected that power would animate cooperative leaders to organize the negotiation, no such structuring behaviour was found. Moreover, opposite than predicted, individualistic powerholders attained higher scores in groups of friends than in groups of strangers. Overall, results showed that it is irrelevant whether leaders have almighty power or are merely appointed – in both cooperative and individualistic groups they attained similar outcomes.Show less

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Should Your Group Have a Leader? The Influence of Power on Cooperative and Individualistic Group Negotiations