It Takes One to Tango: The Effects of Dyads’ Epistemic Motivation Composition in Negotiation

@article{tenVelden2010ItTO,
  title={It Takes One to Tango: The Effects of Dyads’ Epistemic Motivation Composition in Negotiation},
  author={Femke S. ten Velden and Bianca Beersma and C. D. De Dreu},
  journal={Personality and Social Psychology Bulletin},
  year={2010},
  volume={36},
  pages={1454 - 1466}
}
This study examined the effects of epistemic motivation composition in negotiation. Results from Experiment 1 revealed that dyads in which at least one member had high epistemic motivation (measured by personal need for structure) reached higher joint outcomes than dyads in which both members had low epistemic motivation. In Experiment 2, epistemic motivation was manipulated and negotiators were provided with full information or incomplete information about their counterpart’s preferences. Two… Expand

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