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Individual differences in coalitional behavior.
Journal of Personality and Social Psychology
|January 1, 1975
Summary
Individual differences in coalitional behavior are linked to partner choice and bargaining strategies. Personality traits, like external control, significantly influence these choices, improving behavior prediction.
Area of Science:
- Social Psychology
- Behavioral Economics
Background:
- Coalitional behavior is complex, influenced by both situational factors and individual differences.
- Understanding these individual differences is crucial for predicting group dynamics and negotiation outcomes.
Purpose of the Study:
- To investigate individual differences in coalitional behavior.
- To examine the relationships between partner choice, bargaining strategies, and personality variables.
Main Methods:
- An experimental setting was used to observe coalitional behavior.
- Correlational analyses were employed to assess relationships between variables.
Main Results:
- Partner power preference significantly correlated with initial bargaining demands and endurance.
- Bargaining variables (initial/final demands, concessions, endurance) were interrelated.
- External control (a personality variable) significantly related to partner power preference and concessions.
Conclusions:
- Individual differences in coalitional behavior are systematic and predictable, independent of situational variations.
- Analyzing these differences can enhance the prediction of coalitional behavior.
- Proposed prediction linkages between key variables for future research.