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Forces affecting success in negotiation groups

1970; Wiley; Volume: 15; Issue: 2 Linguagem: Inglês

10.1002/bs.3830150206

1099-1743

Neil Vidmar, Joseph E. McGrath,

Complex Systems and Decision Making

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.