How does the social motivation and power dispersion of a team interact with its leaders´ power level to shape negotiation outcomes and processes? To answer this question, we had 155 threeperson...Show moreHow does the social motivation and power dispersion of a team interact with its leaders´ power level to shape negotiation outcomes and processes? To answer this question, we had 155 threeperson-groups perform a multi-party, multi-issue negotiation exercise. Due to a higher incidence of productive behaviour, making integrative behaviour more likely, prosocially motivated teams were expected to outperform individualistic teams in terms of joint outcomes. An asymmetric power dispersion was hypothesised to enhance this effect due to the either harmful or helpful effects power could have, depending on its use. Team leaders` differing power levels were expected to only have a (damaging) effect on individualistic teams´ outcomes. Trends in the data we obtained generally pointed in the predicted direction, but most effects failed to reach significance due to a lacking statistical power. Individualistic bosses´ teams slightly outperformed ones with a more powerful dictator, which went against our expectations.Show less
Volgens Van Tol (2016) heeft machtsdistributie invloed op hoe een groepsonderhandeling verloopt. Mensen met veel macht kunnen invloed uitoefenen op de beslissingen tijdens het onderhandelen. De...Show moreVolgens Van Tol (2016) heeft machtsdistributie invloed op hoe een groepsonderhandeling verloopt. Mensen met veel macht kunnen invloed uitoefenen op de beslissingen tijdens het onderhandelen. De resultaten van Van Tol (2016) geven inzicht op welke effecten iemand met totale macht (dictatorschap) zou kunnen hebben op een groepsonderhandeling tussen drie personen. In dit onderzoek worden deze effecten verder vergeleken met groepen waar er sprake is van gelijke macht of een baas (zonder beslisbevoegdheid). Daarmee wordt bedoeld bazen zonder totale macht. Er wordt voorspeld dat groepen met gelijke macht of met een baas gezamenlijk meer punten zullen behalen dan een groep met een dictator. Daarnaast wordt er verwacht dat groepen met een vrouwelijke baas de punten eerlijker zullen verdelen dan groepen met een mannelijke baas. Tot slot wordt er verondersteld dat vrouwen in de rol van dictator gezamenlijk meer punten verzamelen en opzichte van mannelijke dictators. Er is een rollenspel uitgevoerd met groepen van drie personen. Voor dit onderzoek zijn er in totaal n=276 respondenten geworven (n=138 vrouwen, n=138 mannen), verdeeld over n= 92 groepen. De data is online verzameld. De resultaten van het onderzoek ondersteunen de voorspellingen deels. Er is een klein verschil tussen de effecten van groepen met gelijke macht of een baas en groepen met een dictator. Vervolgens blijkt dat geslacht daarbij geen grote rol speelt. Uiteindelijk blijkt dat de groepen met een vrouwelijke dictator minder punten hebben behaald dan groepen met een mannelijke dictator. Concluderend kan er gezegd worden dat geslacht een kleine, maar geen significante invloed heeft op machtsgebruik bij groepsonderhandelingen.Show less
What effect do female leaders have on group negotiation outcomes, and do these effects differ from male leaders? Female leaders have been predicted to achieve higher aggregate outcomes of group...Show moreWhat effect do female leaders have on group negotiation outcomes, and do these effects differ from male leaders? Female leaders have been predicted to achieve higher aggregate outcomes of group bargaining than male leaders due to their cooperative and democratic leadership style. It was investigated whether this difference is greater in a negotiating situation in which the leader has limited power and no full power. Finally, the current study examined whether satisfaction with female leaders is higher than satisfaction with male leaders. Results from a role-playing game in which three people had to negotiate in an “Aloha Beach Club” exercise do not support these predictions. The effects of female and male leaders on the outcomes of group negotiations did not differ and people were not more satisfied with female leaders than male leadersShow less
What is the effect of power of leaders on group negotiations? And is there a difference between male and female leaders? Divergent levels of power of the leader, the gender of the leader, or a...Show moreWhat is the effect of power of leaders on group negotiations? And is there a difference between male and female leaders? Divergent levels of power of the leader, the gender of the leader, or a combination of both, had been predicted to affect negotiation outcomes. The ‘Aloha Beach Club’ negotiation task was used in this study, where participants had to negotiate six topics in groups of three. A 3 (Power of the leader: Dictator vs. Boss vs. Equal power) x 2 (Gender of the leader: Male vs. Female) design was conducted. Results showed that men scored higher individual outcomes than women if everyone in their group had the same level of power. Female leaders who were given dictator power scored higher individual outcomes than female leaders who had the same level of power as the rest of their group. Results did not support other predictions about the effect of power or gender of leaders on individual or group negotiation outcomesShow less
Are there differences in individual negotiation outcomes between a male leader and a female leader? Does the gender of the leader influence the group outcomes? These questions were investigated...Show moreAre there differences in individual negotiation outcomes between a male leader and a female leader? Does the gender of the leader influence the group outcomes? These questions were investigated through the negotiation task “Aloha Beach Club” which took place during an online video negotiation in groups of three. It has been found that there is indeed a difference in negotiation outcomes between a male and a female leader. When everyone has equal power, male negotiators score more points than female negotiators. These gender effects disappear when women experience power and when the situation is clear and negotiation is allowed. In addition, this study also found that female leaders do not cause to group members achieving equally distributed outcomes.Show less
What is the difference between a male and female negotiator during negotiation? That is one of the main questions asked in this research. Since there has not been much previous research with this...Show moreWhat is the difference between a male and female negotiator during negotiation? That is one of the main questions asked in this research. Since there has not been much previous research with this kind of setup, the negotiation experiment was carried out in groups of three. Predicted is that leaders with a pro social motive will achieve a higher group outcome than leaders who are pro self motivated. Pro socially motivated leaders will develop a sense of responsibility over the negotiators who are less powerful and will help them achieve a good score on the negotiation experiment. Previous research has shown that women are better leaders during negotiations than men. Moreover, with their character traits, powerful women can accomplish better integrative scores than powerful men. Results of this negotiation experiment show that there has not been found supporting evidence for the statements shown above. Finally, strengths and limitations are mentioned as well as advice for future research.Show less
In this study it has been determined how a chairman or dictator and his gender are related to the joint outcome of a three-person group negotiation. As owners of the fictional Aloha Beach Club,...Show moreIn this study it has been determined how a chairman or dictator and his gender are related to the joint outcome of a three-person group negotiation. As owners of the fictional Aloha Beach Club, participants had to agree on six topics. In order to achieve the most points (integrative outcome), the group interest was central to the personal interest. In this study, group negotiations led by the male dictator were expected to achieve a better common outcome than negotiations with a female dictator. In the group negotiations led by the chairman, the opposite effect was expected in terms of gender. This is because, according to the prevailing stereotypes, men are seen as directive and task-oriented and women as helpful and sympathetic. These expectations have not been proven in this study.Show less
Wat is de invloed van macht op de geslachten in driepersoons groepsonderhandelingen? Kijkend naar stereotypes hebben mannen een voordeel met onderhandelingen ten opzichte van vrouwen. Eigenschappen...Show moreWat is de invloed van macht op de geslachten in driepersoons groepsonderhandelingen? Kijkend naar stereotypes hebben mannen een voordeel met onderhandelingen ten opzichte van vrouwen. Eigenschappen die nodig zijn voor een goede onderhandeling - die we tevens eerder toeschrijven aan mannen dan aan vrouwen - zijn dominantie en assertiviteit. De verwachting was dat vrouwen die macht toegewezen kregen hogere individuele uitkomsten hebben dan vrouwen die geen macht toegewezen kregen. Bovendien zouden groepen met mannen in de meerderheid lagere gezamenlijke groepsuitkomsten hebben, omdat mannen competitiever zijn. Vrouwen zijn juist coöperatief en groepen met vrouwen in de meerderheid zullen daarom hogere groepsuitkomsten behalen. Deze voorspellingen zijn onderzocht met een rollenspel experiment voor driepersoons onderhandelingen genaamd “Aloha Beach Club”, deze onderhandelingstaak werd uitgevoerd via videobellen. De resultaten vertellen ons dat er geen verschil tussen de geslachten is betreffende de groepsuitkomsten. Wel is het zo dat vrouwen zonder toegewezen macht lagere individuele uitkomsten halen dan mannen, maar zodra ze wel macht krijgen doen ze niet meer onder voor mannen. Een verklaring voor dit resultaat kan zijn dat door het videobellen de verschillen tussen de geslachten minder aanwezig en herkenbaar waren, waardoor er niet naar stereotypes gehandeld werd. What is the influence of power on the genders in three-person group negotiations? Looking at the stereotypes, men tend to have an advantage of women. Qualities that are needed for negotiations – that we assign to men more often than to women – are dominance and assertiveness. The expectation was that women that got assigned to a position where they are powerful, would get higher individual outcomes in negotiations than women who did not get assign to a position of power. Also, groups with a majority of men would get lower group outcomes than groups with a majority of women, because men are more competitive. Women are cooperative, and groups with a majority of women will get higher group outcomes. The expectations were tested in the three-person groups negotiation task “Aloha Beach Club”, the negotiation task was done by video calling. The results show that there is no difference between the genders in joint group outcomes. But they did show that women without any power get lower individual scores than men, but as soon as they are assigned to a position of power, they don’t get any fewer individual points than men. An explanation for this result could be that because of the video calling, the differences in gender were less present and recognizable, causing that stereotypes were not acted upon.Show less
This research takes a look at groups without leader, leaders without decision-making power and groups with decision-making power and the difference in the use of power between men and women. The...Show moreThis research takes a look at groups without leader, leaders without decision-making power and groups with decision-making power and the difference in the use of power between men and women. The study predicted a difference between the power-conditions and that men would score higher than women. It is possible that there are differences between the these groups, but those are not found in this research.Show less
Is there a difference in the way men and women achieve negotiation outcomes? Does it matter whether a leader has absolute power? Until recently, studies on negotiating focused primarily on dyadic...Show moreIs there a difference in the way men and women achieve negotiation outcomes? Does it matter whether a leader has absolute power? Until recently, studies on negotiating focused primarily on dyadic negotiating, otherwise known as a discussion between two people. Within such a research design, there are different factors to focus on than with a research design that focuses on groups from three people onward. It was predicted that gender does influence group achievements, and absolute power can have positive effects on the outcome of this group. Using the negotiation task “Aloha Beach Club” Van Tol and Steinel (2016) created, these predictions were examined. No evidence could be found to support them, although we found interesting trends in the results: men in equal power groups with two women had a higher mean point score, and groups with a male majority got a slightly higher joint group outcome. Another discovery was that men in the equal power condition scored higher than women.Show less
