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Forces affecting success in negotiation groups
Author(s) -
Vidmar Neil,
McGrath Joseph E.
Publication year - 1970
Publication title -
behavioral science
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.371
H-Index - 45
eISSN - 1099-1743
pISSN - 0005-7940
DOI - 10.1002/bs.3830150206
Subject(s) - negotiation , representation (politics) , process (computing) , regression analysis , group (periodic table) , regression , computer science , operations research , social psychology , psychology , econometrics , political science , engineering , mathematics , statistics , machine learning , law , chemistry , politics , operating system , organic chemistry
Abstract 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.