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Personality and Social Psychology Bulletin, Vol. 5, No. 1, 118-121 (1979)
DOI: 10.1177/014616727900500126
© 1979 Society for Personality and Social Psychology, Inc.

Looking Tough: The Negotiator Under Constituent Surveillance

Peter J. D. Carnevale

Dean G. Pruitt

Scott D. Britton

State University of New York at Buffalo

Constituent surveillance encouraged the negotiator's use of such competitive tactics as threats, positional commitments, and persuasive arguments. Negotiators apparently chose these tactics in order to look tough in the eyes of their constituent. These tactics resulted in diminished joint and individual outcomes. The results of the study suggest that constituents might fare better by not monitoring the behavior of their negotiators. Future research might profit by identifying the crucial intervening variables that account for the surveillance effects.


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