Ashour A S
J Pers Soc Psychol. 1975 Jan;31(1):1-6. doi: 10.1037/h0076234.
Individual differences in coalitional behavior were investigated in an experimental setting. Variables representing the choice of partner and bargaining on payoff were correlated with one another and with some personality variables. The findings indicate that partner power preference is significantly related to initial bargaining demands and bargaining endurance. The bargaining variables of initial demands, final demands, concessions, and endurance were found to be significantly related to one another. The findings indicate that the personality variable of external control is significantly related to partner power preference and bargaining concessions. The results suggest that differences in coalitional behavior that occur independently of situational variation have a significant systematic component. The findings indicate that an analysis of these differences could enhance prediction of coalitional behavior. Prediction linkages between variables are proposed.
在一个实验环境中研究了联盟行为中的个体差异。代表合作伙伴选择和收益谈判的变量相互关联，并与一些人格变量相关。研究结果表明，合作伙伴权力偏好与初始谈判要求和谈判耐力显著相关。初始要求、最终要求、让步和耐力等谈判变量被发现彼此之间显著相关。研究结果表明，外部控制的人格变量与合作伙伴权力偏好和谈判让步显著相关。结果表明，独立于情境变化而出现的联盟行为差异具有显著的系统成分。研究结果表明，对这些差异的分析可以提高对联盟行为的预测。提出了变量之间的预测联系。
