טכניון מכון טכנולוגי לישראל
הטכניון מכון טכנולוגי לישראל - בית הספר ללימודי מוסמכים  
M.Sc Thesis
M.Sc StudentTirosh Keren
SubjectThe Influence of Prosocially and Egoistically Motivated
Groups on Trust and Success in Negotiation, among
Cooperative and Pro-self Value
Orientation Individuals
DepartmentDepartment of Industrial Engineering and Management
Supervisor Dr. Shay Tzafrir


Abstract

Research evidence shows that negotiators make their decision as an outgrowth of their social motives - preferences for distributions of outcomes between oneself and the interdependent other. Negotiators could face a dilemma between their own interests and the collective interests. This study examined the effects of social motives on dimensions of trust (openness, concern and reliability) and joint outcomes in a three-person negotiation.

Social motive literature distinguishes between social value orientation (SVO), which refers to a relatively stable personality state, and motivational orientation (MO), which refers to peoples’ specific and variable preference for outcome distributions in situations of conflicting interests. Our research predicted that negotiators with cooperative SVO will achieve higher levels of trust and lead to agreement with higher joint outcomes than negotiators with pro-self SVO, especially when they are motivated prosocially rather than egoistically. Furthermore, we hypothesized that trust and dimensions of trust will mediate between the four social motive groups and joint outcomes.

Our Results indicated that relative to those with cooperative SVO and those with pro-self SVO who received prosocial MO, pro-self negotiators who were given egoistic MO had lower levels of trust and achieved lower joint outcomes. Analyzing trust dimensions, results suggest that concern has a major influence on negotiation process, while reliability has the lowest impact. A test of mediation, which indicates that the finding that cooperative-oriented groups and pro-self groups who were prosocially motivated achieved higher joint outcomes, can be explained by higher levels of trust, and specifically by higher levels of concern.