The Effect of Dyad Machiavellianism and Visual Access on Integrative Bargaining Outcomes
- 1 March 1985
- journal article
- Published by SAGE Publications in Personality and Social Psychology Bulletin
- Vol. 11 (1) , 51-62
- https://doi.org/10.1177/0146167285111005
Abstract
Visual access was manipulated to assess its effect on the ability of high, low, and mixed Machiavellian bargaining pairs to discover mutually advantageous solutions on a bargaining task. Thirty-six dyads, twelve of each type, bargained either face to face or with a visual barrier between them. Visual contact interfered with the discovery of jointly profitable solutions in the high-low Mach pairs, but had no effect on other dyad combinations. It was argued that the personality dynamics of high-low Mach dyads made them particularly vulnerable to low joint bargaining outcomes in face to face negotiation.Keywords
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