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Full-Text Articles in Social and Behavioral Sciences
Communication And Conflict, Mara Olekalns, Linda Putnam, Laurie Weingart
Communication And Conflict, Mara Olekalns, Linda Putnam, Laurie Weingart
Mara Olekalns
Communication is central to the experience and management of conflict. It is through communication that people express their desires, realize differences, and attempt to resolve those differences. While there is a rich tradition of research on conflict in organizational settings, the focus on the role communication is more recent. In 1987, Putnam and Poole wrote one of the first reviews of this literature, noting that “communication constitutes the essence of conflict in that it undergirds the formation of opposing issues, frames perceptions of the felt conflict, translates emotions and perceptions into conflict behaviors, and sets the stage for future conflicts” …
Conflicting Social Motives In Negotiating Groups, Laurie Weingart, Jeanne Brett, Mara Olekalns, Philip Smith
Conflicting Social Motives In Negotiating Groups, Laurie Weingart, Jeanne Brett, Mara Olekalns, Philip Smith
Mara Olekalns
Negotiators’ social motives (cooperative versus individualistic) influence their strategic behaviors. This study used multi-level modeling and analyses of strategy sequences to test hypotheses regarding how negotiators’ social motives and the composition of the group influence group members’ negotiation strategies. Four-person groups negotiating a 5 issue mixed-motive decision making task were videotaped, transcribed, and coded. Group composition included two homogeneous conditions (all cooperators and all individualists) and three heterogeneous conditions (3 cooperators/1 individualist; 2 cooperators/2 individualists; 1 cooperator/3 individualists). Results showed that cooperative negotiators adjusted their use of integrative and distributive strategies in response to the social motive composition of the …