Forces affecting success in negotiation groups

McGrath's Tri‐forces model of the negotiation process emphasizes three major sets of role forces which act on the negotiation representatives. It is proposed that by obtaining a number of measures of these role forces for each negotiator and combining them as a battery of predictors in a multiple regression equation, negotiation group outcomes can be predicted. Data from two experimental studies are presented. They support the Triforces model as a valid representation of the factors operating in the decision‐making process of negotiation groups and confirm the usefulness of the multiple regression technique.