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SPSP Annual Meeting 2010

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Personality and Social Psychology Bulletin
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The Effect of Dyad Machiavellianism and Visual Access on Integrative Bargaining Outcomes

William Rick Fry

Youngstown State University

Visual access was manipulated to assess its effect on the ability of high, low, and mixed Machiavellian bargaining pairs to discover mutually advantageous solutions on a bargaining task. Thirty-six dyads, twelve of each type, bargained either face to face or with a visual barrier between them. Visual contact interfered with the discovery of jointly profitable solutions in the high-low Mach pairs, but had no effect on other dyad combinations. It was argued that the personality dynamics of high-low Mach dyads made them particularly vulnerable to low joint bargaining outcomes in face to face negotiation.

Personality and Social Psychology Bulletin, Vol. 11, No. 1, 51-62 (1985)
DOI: 10.1177/0146167285111005
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