A Contingency Approach to Understanding Negotiator Behavior as a Function of Worldmindedness and Expected Future Interaction

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Abstract
A contingency approach was taken to investigate the effects of worldmindedness and expected future interaction on negotiators' behavioral reactions to a tough opponent. Results showed that internationalists (individuals who favor a worldview of the problems of humanity) who expected to have future interactions with a tough opponent were more conciliatory early in negotiations, relative to internationalists not expecting future interactions. Nationalists who expected to have future interactions with a tough opponent were more contentious early in negotiations, relative to nationalists not expecting future interactions. This pattern of results is attributed to the different concerns and cognitive structures of internationalists and nationalists.

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