Date of Award

Spring 1988

Document Type

Thesis

Degree Name

Master of Science (MS)

Department

Psychology

Program/Concentration

Psychology

Committee Director

Barry Gillen

Committee Member

Peter J. Mikulka

Committee Member

David L. Pancoast

Call Number for Print

Special Collections LD4331.P65D62

Abstract

This study investigated predicted concessions and subject impressions of internally vs. externally motivated opponents in a conflict situation. One hundred and twenty undergraduate subjects read brief scenarios that presented opening statements made by opponents in a negotiation involving the division of excess funds in an organization. The opponent asked for 80% of the excess money and either blamed external or internal reasons for not conciliating. Half the subjects were also presented with additional information regarding the opponent's prior behavior along the dimensions of consistency, consensus and distinctiveness. It was hypothesized that attribution would interact with additional information so that external additional information opponents would receive higher concessions and more favorable impressions. The results do not support this hypothesis. Results indicate that external opponents received higher concessions (p

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In Copyright. URI: http://rightsstatements.org/vocab/InC/1.0/ This Item is protected by copyright and/or related rights. You are free to use this Item in any way that is permitted by the copyright and related rights legislation that applies to your use. For other uses you need to obtain permission from the rights-holder(s).

DOI

10.25777/jxvh-r158

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