Leiden University Student Repository

Erkens, Kevin (2022)

Group Negotiations: Joint Outcomes under the Influence of Asymmetric Power Dispersion and Social Motive in Groups of Friends and Strangers

Master thesis | Psychology (MSc)

How are effects of social motive affected by asymmetric power dispersion in a three-person negotiation, and does this effect differ between groups of friends and strangers? It was hypothesized that pro-social groups would reach the highest joint outcomes with a leader operating under an unanimity decision rule, followed by groups with a dictator, followed groups without a boss. A pro-self group with a dictator was thought to reach the lowest joint outcomes, followed by one with a leader, followed one without a boss. It was furthermore hypothesized that the effects of a pro-self motive would be stronger in a group of strangers, and the effects of a pro-social motive were thought to be stronger in a group of friends. Results of the three-person Aloha Beach Club negotiation game supported only the hypotheses about the amplifying effect of power differences on social motive.

Group Negotiations

social motivation

Author

Erkens, Kevin

Faculty

Faculty of Social & Behavioural Sciences

Specialisation

Social and Organisational Psychology

Supervisors

Steinel, W.

ECTS Credits

20

Language

en