Resistance to yielding and the expectation of cooperative future interaction in negotiation☆
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2023, Knowledge-Based SystemsYou can't ‘fake it till you make it’: Cooperative motivation does not help proself trustees
2021, Journal of Experimental Social PsychologyCitation Excerpt :In the literature, scholars have commonly used the term Social Value Orientation (SVO) when studying social motivation as dispositional (e.g., Van Lange, 1999). However, as noted previously, social motivation may also be triggered extrinsically by situational factors, such as by managerial instructions (Deutsch, 1960), by providing group or individual incentives for performance (De Dreu, Giebels, & Van de Vliet, 1998), by referring to others with which one interacts as partners versus opponents (Burnham, McCabe, & Smith, 2000), or by creating an expectation of future interactions (Ben-Yoav & Pruitt, 1984). Scholars have widely used the term Motivational Orientation (MO) when studying social motivation as externally, or situationally, driven (e.g., Deutsch, 1960; Olekalns & Smith, 2018; Weingart, Bennett, & Brett, 1993).
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This research was supported by Grant BNS80-14902 from the National Science Foundation.