Please use this identifier to cite or link to this item: https://doi.org/10.1006/obhd.1994.1032
Title: Phases, Deadlines, and the Bargaining Process
Authors: Lim, S.G.-S. 
Murnighan, J.K.
Issue Date: 1994
Source: Lim, S.G.-S., Murnighan, J.K. (1994). Phases, Deadlines, and the Bargaining Process. Organizational Behavior and Human Decision Processes 58 (2) : 153-171. ScholarBank@NUS Repository. https://doi.org/10.1006/obhd.1994.1032
Abstract: Gersick′s (1988, 1989) punctuated equilibrium model of group performance posits that project groups move through two distinct work phases. Almost all of the groups she observed showed a distinct shift in their activities exactly at the midpoint of their task time. Our research broadens the definition of group performance to include individualistically oriented two-party negotiations and explores the generality of Gersick′s model in a completely different group environment. We mapped the temporal activities of bargaining pairs facing short but reasonable deadlines and compared their negotiation process to the predictions of Gersick′s model, as well as approaches stressing the effects of the deadline (a variation of the two-phase model), constant action, or increasing action. Results indicate that the negotiations exhibited temporal pacing that reflected increasing action and the deadline more than a first half-second half, two-phase pattern. We conclude by discussing the potential effects of cooperative and individualistic orientations in group tasks. © 1994 Academic Press. All rights reserved.
Source Title: Organizational Behavior and Human Decision Processes
URI: http://scholarbank.nus.edu.sg/handle/10635/45257
ISSN: 07495978
DOI: 10.1006/obhd.1994.1032
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