Affiliation:
1. University of Missouri-St. Louis
2. Ohio State University
Abstract
The status or origin of group representatives and the opportunity to earn money (in addition to course credit) were manipulated in a simulation involving subjects who felt that they were negotiating a problem for their teams. Representatives who were originally group members (insiders) were much tougher bargainers than those who were assigned the representational function (outsiders). In contrast, it was also found that subjects' behavior and reactions were unaffected by the monetary incentives provided.
Cited by
2 articles.
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