CONFLICT STYLES AND OUTCOMES IN A NEGOTIATION WITH FULLY‐INTEGRATIVE POTENTIAL

Abstract

This study investigated the causal effects of conflict styles on outcomes of a negotiation with fully‐integrative (win‐win) potential. Participants were 444 graduate and undergraduate students who enacted a negotiating role play. While negotiators using the integrating style were more effective than those using the dominating style, they were no more effective than those using the obliging or avoiding style. There were no differences in either equality or equity of outcomes across all four styles. Integrating‐style negotiators were the most efficient, but there were no differences in efficiency across the other three styles. Pursuit of self‐interest and pursuit of other‐interest interacted in their prediction of effectiveness. Pursuit of self‐interest led to equality, and pursuit of self‐ and other‐interest enhanced efficiency.

Citation

Butler, J.K. (1994), "CONFLICT STYLES AND OUTCOMES IN A NEGOTIATION WITH FULLY‐INTEGRATIVE POTENTIAL", International Journal of Conflict Management, Vol. 5 No. 4, pp. 309-325. https://doi.org/10.1108/eb022749