This master thesis investigated how social motives (prosocial vs. pro-self) and communication medium (headphones vs. no headphones) affect group negotiation outcomes. The study used a 2x2 factorial...Show moreThis master thesis investigated how social motives (prosocial vs. pro-self) and communication medium (headphones vs. no headphones) affect group negotiation outcomes. The study used a 2x2 factorial design with 41 three-person groups (N = 123), who engaged in a structured negotiation task. Hypothesis 1 predicted that prosocial groups would achieve higher joint outcomes than pro-self groups, and results of an ANOVA supported this prediction. Hypotheses 2 and 3, predicting that structured communication, using headphones to manipulate turn-taking behaviour, would improve prosocial and reduce pro-self groups negotiation outcomes, respectively, were not supported by an ANOVA. This suggests that while prosocial motives significantly improve outcomes, structured communication alone does not. Future research should explore additional communication structuring methods and broader contexts to validate these findings.Show less
This study aimed to research the impact of timing in negotiations by manipulating the moment optional issues are introduced and the use of extra negotiation time. In contrary to what was expected,...Show moreThis study aimed to research the impact of timing in negotiations by manipulating the moment optional issues are introduced and the use of extra negotiation time. In contrary to what was expected, the results did not strongly support the hypothesis that introducing optional issues in the middle of negotiations leads to more integrative outcomes in comparison to beginning and ending. However, a minimal pattern was identified. Additionally, using extra time in negotiation did not significantly increase collective points earned. A slight trend appeared in the opposite direction. Factors like experimenter bias, sample size and asymmetrical pay-off sheets have possibly influenced the results. Suggestions for future research include replicating the study with small adjustments to minimize biases and exploring the role of perceived time pressure in negotiation outcomes. Furthermore, how people relate to each other might be of influence of favorability in negotiation. Despite the non-significant findings, this study contributes to our understanding of integrative negotiation dynamics and highlights the need for further research to identify effective strategies for achieving more integrative outcomes together.Show less
This thesis investigates a possible relationship between asking questions and joint negotiation outcome scores. It is expected that asking open-ended questions leads to a higher joint outcome score...Show moreThis thesis investigates a possible relationship between asking questions and joint negotiation outcome scores. It is expected that asking open-ended questions leads to a higher joint outcome score than asking closed-ended questions. This is the expectation because asking questions offers the possibility to share information. Primary research shows that information sharing can help embrace an integrative negotiation strategy. Furthermore, a relationship between asking questions during negotiations and trust on the one hand, and subjective value (SV) on the other hand is investigated. It is expected that asking open-ended questions during a negotiation increases both SV and trust. A total of 96 participants participated in this study. They were split up in 48 dyads. The dyads performed a negotiation task. In this research we investigated the dependent variables joint outcome scores, SV, and trust in relation to the independent variable asking questions. This variable contained three different conditions: an open-ended questions, closed-ended questions, and control condition. Results showed no significant relationship between asking questions and joint outcome scores. Nor did the results show a relationship between asking questions and SV or trust.Show less
How does the medium of communication (face-to-face vs online) impact group negotiations, especially when considering different social motivations (pro-social vs pro-self)? Using the 'Aloha Beach...Show moreHow does the medium of communication (face-to-face vs online) impact group negotiations, especially when considering different social motivations (pro-social vs pro-self)? Using the 'Aloha Beach Club' game as a scenario for three-person negotiations it was predicted that face- to-face negotiations lead to higher joint outcomes for pro-social groups due to the richer communication environment, while online negotiations benefit pro-self groups due to the lack of non-verbal cues. Additionally, it was anticipated that participants in face-to-face negotiations would report higher satisfaction levels upon completing the negotiation task. Results found that pro-social groups outperformed pro-self groups across all conditions. Moreover, face-to-face negotiations generally led to more satisfactory levels across pro-social groups, however these were not uniform across all participants, indicating the complex dynamics at play. This suggests that while the communication medium has an impact, the social motives of the group play a more important role in determining negotiation outcomes and satisfaction levels.Show less
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...Show moreThis 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.Show less
This study aimed to research the impact of timing in negotiations by manipulating the moment optional issues are introduced and the use of extra negotiation time. In contrary to what was expected,...Show moreThis study aimed to research the impact of timing in negotiations by manipulating the moment optional issues are introduced and the use of extra negotiation time. In contrary to what was expected, the results did not strongly support the hypothesis that introducing optional issues in the middle of negotiations leads to more integrative outcomes in comparison to beginning and ending. However, a minimal pattern was identified. Additionally, using extra time in negotiation did not significantly increase collective points earned. A slight trend appeared in the opposite direction. Factors like experimenter bias, sample size and asymmetrical pay-off sheets have possibly influenced the results. Suggestions for future research include replicating the study with small adjustments to minimize biases and exploring the role of perceived time pressure in negotiation outcomes. Furthermore, how people relate to each other might be of influence of favorability in negotiation. Despite the non-significant findings, this study contributes to our understanding of integrative negotiation dynamics and highlights the need for further research to identify effective strategies for achieving more integrative outcomes together.Show less
There is a dearth of research on how video communication influences the conversational mechanics and outcomes of group negotiations. Based on the proposition that video communication creates a...Show moreThere is a dearth of research on how video communication influences the conversational mechanics and outcomes of group negotiations. Based on the proposition that video communication creates a bottleneck for the exchange of verbal communication, I hypothesized that video communication would lead to more turn-taking. Orderly turn-taking might provide negotiators more time to search and encode information consistent with their motivational orientation, thereby potentially amplifying the effect of motivational orientation on group negotiation outcomes. Two studies were conducted to answer these propositions: the pre-study assessed the expectations of 108 participants regarding turn-taking behavior for video and face-to-face negotiations, and the main study had 123 participants perform the Aloha Beach Club negotiation game in groups of three. My studies showed either inconclusive or insignificant results. In general, I found no evidence that video communication influences group negotiation outcomes through an interaction between induced turn-taking and negotiators’ motivational orientations. Implications and suggestions for future research are discussed.Show less
A negotiation between two parties can result in different outcomes, leading to either integrative or distributive outcomes. What’s more, individual aspects such as emotions and personality...Show moreA negotiation between two parties can result in different outcomes, leading to either integrative or distributive outcomes. What’s more, individual aspects such as emotions and personality characteristics can determine one’s negotiation style. In this study, dyads were divided into three conditions and took part in a negotiation task to measure whether the timing of introducing new issues influence the integrative outcomes. Emotions as measured by the PANAS-SF, and personality characteristics as measured by the Big Five Personality Trait Test tested the influence of these variables on the individual outcome. No effect of the order on the integrative outcome was found, and emotions and personality characteristics did not seem to influence the individual outcome. Future research could explore the role of being acquainted with the other negotiator and time pressure on the negotiation outcomes.Show less
Gender differences in negotiation behaviours have been widely studied, yet results on the impact of gender on negotiation outcomes remain inconclusive. This thesis investigates the effects of...Show moreGender differences in negotiation behaviours have been widely studied, yet results on the impact of gender on negotiation outcomes remain inconclusive. This thesis investigates the effects of social motives, supervisor gender, and negotiation context on the negotiation behaviours of female negotiators. We propose that alignment among these factors enhances negotiation performance and amplifies gender-stereotypical behaviours. Contrary to expectations, the gender of the experimenter did not significantly influence negotiation behaviours directly; instead, it moderated the effects of social motives on concession patterns. Our findings also reveal that when supervised by a female experimenter under pro-social motives, women place a greater emphasis on maintaining relationships compared to when under male supervision. Additionally, women were less likely to actively engage in negotiations when supervised by men compared to women. These results indicate that gender stereotypes and social expectations significantly influence negotiation behaviours, and contextual factors critically mediate these effects.Show less
This study (N = 178) investigates the optimal timing for negotiators to expand the pie by introducing optional issues to the negotiation. I conducted two-person role-play negotiations and...Show moreThis study (N = 178) investigates the optimal timing for negotiators to expand the pie by introducing optional issues to the negotiation. I conducted two-person role-play negotiations and differentiated between adding issues at the beginning, middle and end by manipulating the order on the pay-off schedules. Specifically, I tested if introducing optional issues at the beginning results in a higher collective benefit than introducing them at the end, and if introducing optional issues in the middle leads to the highest collective benefit. Despite the absence of compelling evidence supporting an effect of issue order on collective benefit, the observed patterns in collective benefit suggests the need for further exploration. Additionally, I explore if relationships and first impressions are improved when pairs introduce optional issues in the middle.Show less
This thesis examines contemporary negotiations in an increasingly interconnected world. It investigates the impact of power dynamics, social motives, and trust in negotiations that take place...Show moreThis thesis examines contemporary negotiations in an increasingly interconnected world. It investigates the impact of power dynamics, social motives, and trust in negotiations that take place online or in person. An experiment was conducted with groups of three friends in which participants were assigned to a social motive condition and played a negotiation game led by a powerful leader, either online or in person. Analyses of Variance and Covariance were done to test hypotheses aimed at investigating the research question: “What are the effects of different negotiation modes (online vs. face-to-face) on the negotiation outcome and how does providing instructions for negotiation behaviours (individualistic vs. cooperative) moderate these effects?”. The results show that cooperative groups achieve better results and have higher levels of trust. There was no significant impact of communication channels on joint outcome, so the medium through which the negotiation took place had no impact on the outcome. The study provides valuable insights and highlights the importance of creating a trusting and cooperative environment for optimal negotiation results.Show less
A new age of communication asks for research on new communication media! While videoconferencing has long been innovated and is increasingly used, scientific findings on negotiation in this novel...Show moreA new age of communication asks for research on new communication media! While videoconferencing has long been innovated and is increasingly used, scientific findings on negotiation in this novel setting are still limited. Do we negotiate in similar ways and with similar outcomes online as we do in real life? Or do we perhaps limit ourselves from purposeful and effective communication resulting in suboptimal negotiation outcomes when interacting via communication media? In this study, a three-person role-play negotiation task was conducted online and in person, to research the effects of communication channels and social motives on negotiation outcomes and information sharing in groups with a dictator-like leader. Results suggest social motivation to influence joint group outcomes and levels of information sharing within the group, while communication channels do not seem to impact outcomes substantially.Show less
Negotiations are important processes that can happen anywhere from an office to a private setting. Previous research has already stated that information exchange can help to come to a so called...Show moreNegotiations are important processes that can happen anywhere from an office to a private setting. Previous research has already stated that information exchange can help to come to a so called integrative agreement (win-win situation), which usually leads to better outcomes for both parties. However, there is still little known about the strategies to seek information. One way of seeking information is through asking either open or closed questions. Therefore, the current research investigates whether there is a difference between open and closed questions on negotiation outcomes. The prediction was that open questions generate a higher integrative agreement, higher subjective value and higher trust in the other party than closed questions. The experiment consisted of 48 duos who negotiated about organising a teamday. Both participants took on a role which was connected to a certain point distribution system. It has been found that, contradicting the predictions, there were no significant differences found between closed and open questions on integrative agreement, higher subjective value and higher level of trust. Certain experimental factors like the roleplay, time pressure and a participation lottery, could have influenced the results. Therefore, more research is needed on this topic to check if the results can be confirmed or rejected.Show less
Research master thesis | Psychology (research) (MSc)
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Within negotiations individuals differ in their motivation to reach certain outcomes over others (outcome orientation). These differences may exaggerate as asymmetrical power dynamics impose...Show moreWithin negotiations individuals differ in their motivation to reach certain outcomes over others (outcome orientation). These differences may exaggerate as asymmetrical power dynamics impose disadvantageous conditions for some individuals within a group. As such restrictions may limit an individual’s ability to realise its interest in certain outcomes, individuals may evoke compensatory mechanisms to alleviate these disadvantages. Building on previous studies (Van Tol & Steinel, 2019), we propose that creative cognitions (e.g., flexibility or originality) may qualify as such potential compensatory mechanism. Consequently, we predict that the effect of individual outcome orientation in relation to an asymmetrical dispersion of power within groups may motivate compensatory engagements in creative behaviours that aim to alleviate the effects of disadvantageous situational constraints. To this end, 150 participants took part in a three-person fictious face-to-face online study. Participants were randomly assigned to either a powerful, powerless, or equal power condition, whilst further differentiations ensured individualistic and collectivistic outcome orientations. Upon reading the instructions, participants completed both a flexibility and an originality task. Results of a 2 (social motive: pro-social vs. pro-self) x 3 (relative power: powerless vs. equal power vs. powerful) ANOVA, as well as a 2 (social motive: pro-social vs. pro-self) x 3 (relative power: powerless vs. equal power vs. powerful) ANCOVA (with individual knowledge about cooking as covariate) revealed non-significant interaction effects for both flexible (ANOVA) and original (ANCOVA) compensation. Across the possible combinations of powerless and powerful, and pro-social and pro-self, participants did not differ in their creativity scores, disconfirming our hypotheses. As these null findings stand in direct contradiction to previous literature, the need for further investigation of creative cognitions in negotiations is highlighted.Show less
Gender differences in negotiation behaviours and outcomes have been widely studied, reflecting societal stereotypes. These stereotypes associate men with assertiveness and women with agreeableness....Show moreGender differences in negotiation behaviours and outcomes have been widely studied, reflecting societal stereotypes. These stereotypes associate men with assertiveness and women with agreeableness. Such gendered socialization has led to distinct negotiation styles, often influenced by contextual factors like negotiation roles and subjects. Additionally, balancing negotiators’ gender influences behaviours; women tend to be more prosocial when negotiating with women. Research shows that experimenter gender can activate stereotypes in this same way, impacting negotiation behaviours. However, there is limited understanding of how experimenter gender affects female negotiation behaviour. This study examines the influence of experimenter gender and social motive on female participants' first offers and concession size. Employing a 2 x 2 design, female participants (N = 97) engaged in an online, chat-based negotiation, had a pro-social or individual motive, and a female or male experimenter. While no significant effects emerged for the independent variables on first offer, social motive significantly influenced concession size on the first negotiation issue. A significant interaction effect of social motive and experimenter gender was found for the first negotiation issue as well. These findings suggest that experimenter gender alone does not affect female negotiation behaviour, but social motives and their interaction with experimenter gender does. Contextual and demographical factors need to be considered when researching the interplay between experimenter gender and female negotiation behaviour. The results of this study can be used by professionals, as well as negotiation trainers and women in general to increase awareness and decrease the effect of gender stereotypes on female negotiation behaviour.Show less
Privacy is a hotly debated topic. Many claim that their privacy is of great importance to them, yet at the same time people are prone to self-disclose a lot of information online. This privacy...Show morePrivacy is a hotly debated topic. Many claim that their privacy is of great importance to them, yet at the same time people are prone to self-disclose a lot of information online. This privacy paradox is at the centre of a lot of scholarly debate. By expanding on the horizontal/vertical privacy model by Quinn and Epstein (2018, July), this thesis aims to better understand the privacy paradox. Horizontal privacy pertains to sharing information in the peer domain. Vertical privacy pertains to sharing information in the government/corporation domain. Using a fictious social networking site, self-report measures were taken that predict behaviour. 165 (71 male; 94 female) Participants were led to believe that their data was breached and leaked either in the horizontal or vertical domain or not at all. It was hypothesized that data breaches, and the horizontal data breach in particular, would create negative experiences that would lead to discontinuing the fictitious SNS. The results of this thesis remain inconclusive. No significant differences between the horizontal, vertical data breaches and control condition were found. Although the data do not support the research hypotheses, the present study does give some insights in how to improve future research. What is more, it makes a case for the horizontal/vertical privacy model, since it nevertheless can be of use to both scholars and society.Show less
This study investigated the concept ‘expanding the pie’ in unequal power dyads by the option to involve optional topics to the negotiation in order to reach an integrative and optimal agreement....Show moreThis study investigated the concept ‘expanding the pie’ in unequal power dyads by the option to involve optional topics to the negotiation in order to reach an integrative and optimal agreement. Predicted was that low-power negotiators initiated more optional topics compared to high-power negotiators and that this would lead to a higher negotiation quality and a higher joint outcome. Furthermore, predicted was that high-power negotiators would only initiate the optional topics that were beneficial for them, and that low-power negotiators would initiate all the optional topics. The participants (N=88 dyads) were introduced to a newly developed dyad face-to-face negotiation task, where participants had the option to initiate optional topics beside the mandatory topics, with the goal to expand the pie and reach an optimal outcome. Results show that, against expectations, high-power and low-power negotiators do not differ in the frequency they initiate the optional topics, and power does not have an effect on negotiation quality and joint outcome. Furthermore, not only high-power negotiators initiate optional topics that are beneficial for them, but low-power negotiators do this as well. Suggested is that negotiators are influenced by the way the task is framed and develop an individualistic motivation which stands in the way of creating an integrative and optimal agreement. The effects of unequal power, implications and limitations of the study and future research are further discussed.Show less
