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Personality and Social Psychology Bulletin, Vol. 7, No. 2, 290-295 (1981)
DOI: 10.1177/014616728172017
© 1981 Society for Personality and Social Psychology, Inc.

Social Forces in Negotiation Simulations

James A. Breaugh

University of Missouri-St. Louis

Richard J. Klimoski

Ohio State University

The status or origin of group representatives and the opportunity to earn money (in addition to course credit) were manipulated in a simulation involving subjects who felt that they were negotiating a problem for their teams. Representatives who were originally group members (insiders) were much tougher bargainers than those who were assigned the representational function (outsiders). In contrast, it was also found that subjects' behavior and reactions were unaffected by the monetary incentives provided.


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