Intra- und Inter-Gruppenprozesse beim Verhandeln
| Type of Publication: | Journal article |
| URI (citable link): | http://nbn-resolving.de/urn:nbn:de:bsz:352-opus-89905 |
| Author: | Trommsdorff, Gisela |
| Year of publication: | 1971 |
| Published in: | Zeitschrift für Sozialpsychologie ; 2 (1971), 1. - pp. 75-91 |
| Summary: |
In a prenegotiation phase, each of 4 dyads - consisting of a "leader" and an "assistant"- established its positions on 5 decision problems. In the negotiation phase, the 4 leaders conferred with one another in the presence of the respective assistants or the 4 assistants negotiated with one another in the presence of the respective leaders. A first series of negotiations concerned the 5 problems on which dyadic positions had been established; a second series was over problems on which no dyadic positions had been specified. The negotiations of assistants differed from those of leaders by their greater verbal-interaction density, greater equality of concession magnitude among negotiators, longer duration, and lower agreement frequency. Negotiations on specified differed from those on unspecified dyadic positions by their longer duration and lower agreement frequency.
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| Summary in another language: |
Vor jeder der 24 Verhandlungen legten 4 2-Personen-Gruppen (Dyaden) getrennt voneinander fest, welche Positionen sie zu 5 Entscheidungsproblemen vertreten sollten. Je einer Vp in jeder Dyade war entweder die Rolle des «Vorgesetzten» oder des «Assistenten» zugewiesen worden. In der Verhandlung selbst konferierten je 4 Vorgesetzte unter Beobachtung ihrer Assistenten oder 4 Assistenten unter Beobachtung ihrer Vorgesetzten als Delegierte ihrer Dyaden. Zuerst wurde über die 5 Probleme mit vorher festgelegten Positionen verhandelt, danach über 5 weitere Probleme (nicht-festgelegte Positionen). Die Assistenten verhandelten mit größerer Sprechdichte, geringerer Streuung der Konzessionen, größerem Zeitaufwand und geringerem Einigungs-Erfolg als die Vorgesetzten. Bei festgelegten Positionen einigte man sich langsamer und seltener als bei nicht-festgelegten Positionen.
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| Subject (DDC): | 150 Psychology |
| Link to License: | In Copyright |
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TROMMSDORFF, Gisela, 1971. Intra- und Inter-Gruppenprozesse beim Verhandeln. In: Zeitschrift für Sozialpsychologie. 2(1), pp. 75-91
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