THE EFFECT OF INTRAINDIVIDUAL CONFLICT PERCEPTION ON COOPERATION IN NEGOTIATION

Abstract

Central to negotiation research is intraindividual conflict perception. Research has suggested that individuals perceive their conflict as matrix game with different behavioural strategies. Additionally, opponent’s conflict orientation has also been found to influence an individual’s perception. Hence, this study examined the relationship between game endorsements, opponent’s conflict orientation, and cooperation behaviour. 252 participants were randomly assigned to either a Maximising Difference, Assurance, Chicken or Prisoner’s Dilemma game endorsement and their initial cooperation ratings were measured. Thereafter, they gained information about the opponent’s conflict orientation (cooperative/competitive) and their cooperation ratings were measured again. Analyses revealed the robust effect of opponent’s conflict orientation in influencing cooperation behaviour. The results highlighted key aspects of the norm of reciprocity (e.g. culture), and supported a descriptive decision-making model. Overall, this study advanced understanding on the role of intraindividual conflict perception in the sense making process of negotiation and its behavioural outcomes.