Leiden University Student Repository

Jager, Jorim (2024)

Cocktail Party or Power Play? How Social Motives and Speaking Structure Influence Group Negotiations: Effects of Social Motives and Speaking Structure on Group Negotiation Outcomes

Master thesis | Psychology (MSc)

This study investigated the effects of social motives and speaking structure on the joint outcomes of multi-party negotiations with a dictator-like leader present. It was hypothesized that prosocially motivated groups would achieve higher joint outcomes than pro-self motivated groups, and that structured speaking would improve outcomes for prosocial groups, but worsen them for pro-self groups; similar to previously found results for online negotiations. A 2 (prosocial vs. pro-self motivated) by 2 (structured vs. unstructured speaking) experimental design was used, involving the ‘Aloha Beach Club’ negotiation task with 41 groups of three participants each. ANOVA results showed a significant effect of social motive on the joint outcome, but speaking structure had no significant impact on this. Future research should further explore the underlying factors of online negotiations that influence the effect of social motives on joint outcomes of group negotiations.

multi-party negotiation

asymmetric power

social motives

verbal turn-taking

speaking structure

Author

Jager, Jorim

Faculty

Faculty of Social & Behavioural Sciences

Specialisation

Social & Organisational Psychology

Supervisors

Steinel, W.

ECTS Credits

20

Language

en