The Motivational Basis of Concessions and Compromise: Archival and Laboratory Studies
A content analysis system for measuring positive concessions (offering concessions) and negative concessions (rejecting offered concessions) was introduced and validated through an archival study of government-to-government documents from 4 crises, 2 of which escalated to war and 2 of which were pea...
Gespeichert in:
| Veröffentlicht in: | Journal of personality and social psychology 2001-10, Vol.81 (4), p.711-727 |
|---|---|
| Hauptverfasser: | , |
| Format: | Artikel |
| Sprache: | eng |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Tags: |
Tag hinzufügen
Keine Tags, Fügen Sie den ersten Tag hinzu!
|
| container_end_page | 727 |
|---|---|
| container_issue | 4 |
| container_start_page | 711 |
| container_title | Journal of personality and social psychology |
| container_volume | 81 |
| creator | Langner, Carrie A Winter, David G |
| description | A content analysis system for measuring positive concessions (offering concessions) and negative concessions (rejecting offered concessions) was introduced and validated through an archival study of government-to-government documents from 4 crises, 2 of which escalated to war and 2 of which were peacefully resolved. In the archival documents, concession making was positively associated with affiliation motivation and negatively associated with power motivation. A 2nd, laboratory experimental study confirmed these relationships and demonstrated priming effects of motive imagery and concession making, in a received diplomatic letter, on participants' responses. Finally, the motive imagery and concessions scores in participants' responses were related in predicted ways to their policy choices. |
| doi_str_mv | 10.1037/0022-3514.81.4.711 |
| format | Article |
| fullrecord | <record><control><sourceid>proquest_cross</sourceid><recordid>TN_cdi_proquest_miscellaneous_72214922</recordid><sourceformat>XML</sourceformat><sourcesystem>PC</sourcesystem><sourcerecordid>614365817</sourcerecordid><originalsourceid>FETCH-LOGICAL-a374t-267c423129533a1f94fa59a9f5d23a56c137731e14202dd765a8f88476dd39213</originalsourceid><addsrcrecordid>eNqF0U1r3DAQBmARWppt2j_QQzAl9OatZkayrGOy9AtSeknPYirLxMFrOx5vIf8-WrJ0Sw7tSUg8My-aUeod6DVoch-1RizJglnXsDZrB3CiVuDJl0BgX6jVH3CqXovcaa2NRXylTgEqg2SrlTI3t6n4Pi7db166ceC-uGLppBjbYjMOMYnkVyl4aPJ9O83jtpP0Rr1suZf09nCeqZ-fP91svpbXP75821xel0zOLCVWLuYYQG-JGFpvWraefWsbJLZVBHKOIIFBjU3jKst1W9fGVU1DHoHO1Ienvjn3fpdkCTk9pr7nIY07CQ4RjEf8L6SatEXyGb5_Bu_G3Zy_LaECQ5Wtwf0Lofa1Nt6YjPAJxXkUmVMbprnb8vwQQIf9esJ--mE__VBDMCGvJxedHzrvfm1Tcyw57CODiwNgidy3Mw-xk78cOG_dkfHEYZKHyPPSxT5lKdMx7hGw-J87</addsrcrecordid><sourcetype>Aggregation Database</sourcetype><iscdi>true</iscdi><recordtype>article</recordtype><pqid>614365817</pqid></control><display><type>article</type><title>The Motivational Basis of Concessions and Compromise: Archival and Laboratory Studies</title><source>MEDLINE</source><source>Sociological Abstracts</source><source>APA PsycARTICLES</source><source>Applied Social Sciences Index & Abstracts (ASSIA)</source><creator>Langner, Carrie A ; Winter, David G</creator><creatorcontrib>Langner, Carrie A ; Winter, David G</creatorcontrib><description>A content analysis system for measuring positive concessions (offering concessions) and negative concessions (rejecting offered concessions) was introduced and validated through an archival study of government-to-government documents from 4 crises, 2 of which escalated to war and 2 of which were peacefully resolved. In the archival documents, concession making was positively associated with affiliation motivation and negatively associated with power motivation. A 2nd, laboratory experimental study confirmed these relationships and demonstrated priming effects of motive imagery and concession making, in a received diplomatic letter, on participants' responses. Finally, the motive imagery and concessions scores in participants' responses were related in predicted ways to their policy choices.</description><identifier>ISSN: 0022-3514</identifier><identifier>EISSN: 1939-1315</identifier><identifier>DOI: 10.1037/0022-3514.81.4.711</identifier><identifier>PMID: 11642356</identifier><identifier>CODEN: JPSPB2</identifier><language>eng</language><publisher>Washington, DC: American Psychological Association</publisher><subject>Archives ; Bargaining ; Biological and medical sciences ; Compromises ; Conflict ; Conflict resolution ; Content Analysis ; Cooperative Behavior ; Crisis management ; Fundamental and applied biological sciences. Psychology ; Government Policy Making ; Human ; Humans ; International Cooperation ; Motivation ; Negotiation ; Negotiations ; Peace negotiations ; Personality ; Psychology. Psychoanalysis. Psychiatry ; Psychology. Psychophysiology ; Reproducibility of Results ; Response Bias ; Social interactions. Communication. Group processes ; Social psychology</subject><ispartof>Journal of personality and social psychology, 2001-10, Vol.81 (4), p.711-727</ispartof><rights>2001 American Psychological Association</rights><rights>2001 INIST-CNRS</rights><rights>Copyright American Psychological Association Oct 2001</rights><rights>2001, American Psychological Association</rights><lds50>peer_reviewed</lds50><woscitedreferencessubscribed>false</woscitedreferencessubscribed><citedby>FETCH-LOGICAL-a374t-267c423129533a1f94fa59a9f5d23a56c137731e14202dd765a8f88476dd39213</citedby><cites>FETCH-LOGICAL-a374t-267c423129533a1f94fa59a9f5d23a56c137731e14202dd765a8f88476dd39213</cites></display><links><openurl>$$Topenurl_article</openurl><openurlfulltext>$$Topenurlfull_article</openurlfulltext><thumbnail>$$Tsyndetics_thumb_exl</thumbnail><link.rule.ids>314,780,784,27924,27925,30999,33774</link.rule.ids><backlink>$$Uhttp://pascal-francis.inist.fr/vibad/index.php?action=getRecordDetail&idt=1117957$$DView record in Pascal Francis$$Hfree_for_read</backlink><backlink>$$Uhttps://www.ncbi.nlm.nih.gov/pubmed/11642356$$D View this record in MEDLINE/PubMed$$Hfree_for_read</backlink></links><search><creatorcontrib>Langner, Carrie A</creatorcontrib><creatorcontrib>Winter, David G</creatorcontrib><title>The Motivational Basis of Concessions and Compromise: Archival and Laboratory Studies</title><title>Journal of personality and social psychology</title><addtitle>J Pers Soc Psychol</addtitle><description>A content analysis system for measuring positive concessions (offering concessions) and negative concessions (rejecting offered concessions) was introduced and validated through an archival study of government-to-government documents from 4 crises, 2 of which escalated to war and 2 of which were peacefully resolved. In the archival documents, concession making was positively associated with affiliation motivation and negatively associated with power motivation. A 2nd, laboratory experimental study confirmed these relationships and demonstrated priming effects of motive imagery and concession making, in a received diplomatic letter, on participants' responses. Finally, the motive imagery and concessions scores in participants' responses were related in predicted ways to their policy choices.</description><subject>Archives</subject><subject>Bargaining</subject><subject>Biological and medical sciences</subject><subject>Compromises</subject><subject>Conflict</subject><subject>Conflict resolution</subject><subject>Content Analysis</subject><subject>Cooperative Behavior</subject><subject>Crisis management</subject><subject>Fundamental and applied biological sciences. Psychology</subject><subject>Government Policy Making</subject><subject>Human</subject><subject>Humans</subject><subject>International Cooperation</subject><subject>Motivation</subject><subject>Negotiation</subject><subject>Negotiations</subject><subject>Peace negotiations</subject><subject>Personality</subject><subject>Psychology. Psychoanalysis. Psychiatry</subject><subject>Psychology. Psychophysiology</subject><subject>Reproducibility of Results</subject><subject>Response Bias</subject><subject>Social interactions. Communication. Group processes</subject><subject>Social psychology</subject><issn>0022-3514</issn><issn>1939-1315</issn><fulltext>true</fulltext><rsrctype>article</rsrctype><creationdate>2001</creationdate><recordtype>article</recordtype><sourceid>EIF</sourceid><sourceid>7QJ</sourceid><sourceid>BHHNA</sourceid><recordid>eNqF0U1r3DAQBmARWppt2j_QQzAl9OatZkayrGOy9AtSeknPYirLxMFrOx5vIf8-WrJ0Sw7tSUg8My-aUeod6DVoch-1RizJglnXsDZrB3CiVuDJl0BgX6jVH3CqXovcaa2NRXylTgEqg2SrlTI3t6n4Pi7db166ceC-uGLppBjbYjMOMYnkVyl4aPJ9O83jtpP0Rr1suZf09nCeqZ-fP91svpbXP75821xel0zOLCVWLuYYQG-JGFpvWraefWsbJLZVBHKOIIFBjU3jKst1W9fGVU1DHoHO1Ienvjn3fpdkCTk9pr7nIY07CQ4RjEf8L6SatEXyGb5_Bu_G3Zy_LaECQ5Wtwf0Lofa1Nt6YjPAJxXkUmVMbprnb8vwQQIf9esJ--mE__VBDMCGvJxedHzrvfm1Tcyw57CODiwNgidy3Mw-xk78cOG_dkfHEYZKHyPPSxT5lKdMx7hGw-J87</recordid><startdate>20011001</startdate><enddate>20011001</enddate><creator>Langner, Carrie A</creator><creator>Winter, David G</creator><general>American Psychological Association</general><scope>IQODW</scope><scope>CGR</scope><scope>CUY</scope><scope>CVF</scope><scope>ECM</scope><scope>EIF</scope><scope>NPM</scope><scope>AAYXX</scope><scope>CITATION</scope><scope>7QJ</scope><scope>7U4</scope><scope>8BJ</scope><scope>BHHNA</scope><scope>DWI</scope><scope>FQK</scope><scope>JBE</scope><scope>WZK</scope><scope>7RZ</scope><scope>PSYQQ</scope><scope>7X8</scope></search><sort><creationdate>20011001</creationdate><title>The Motivational Basis of Concessions and Compromise</title><author>Langner, Carrie A ; Winter, David G</author></sort><facets><frbrtype>5</frbrtype><frbrgroupid>cdi_FETCH-LOGICAL-a374t-267c423129533a1f94fa59a9f5d23a56c137731e14202dd765a8f88476dd39213</frbrgroupid><rsrctype>articles</rsrctype><prefilter>articles</prefilter><language>eng</language><creationdate>2001</creationdate><topic>Archives</topic><topic>Bargaining</topic><topic>Biological and medical sciences</topic><topic>Compromises</topic><topic>Conflict</topic><topic>Conflict resolution</topic><topic>Content Analysis</topic><topic>Cooperative Behavior</topic><topic>Crisis management</topic><topic>Fundamental and applied biological sciences. Psychology</topic><topic>Government Policy Making</topic><topic>Human</topic><topic>Humans</topic><topic>International Cooperation</topic><topic>Motivation</topic><topic>Negotiation</topic><topic>Negotiations</topic><topic>Peace negotiations</topic><topic>Personality</topic><topic>Psychology. Psychoanalysis. Psychiatry</topic><topic>Psychology. Psychophysiology</topic><topic>Reproducibility of Results</topic><topic>Response Bias</topic><topic>Social interactions. Communication. Group processes</topic><topic>Social psychology</topic><toplevel>peer_reviewed</toplevel><toplevel>online_resources</toplevel><creatorcontrib>Langner, Carrie A</creatorcontrib><creatorcontrib>Winter, David G</creatorcontrib><collection>Pascal-Francis</collection><collection>Medline</collection><collection>MEDLINE</collection><collection>MEDLINE (Ovid)</collection><collection>MEDLINE</collection><collection>MEDLINE</collection><collection>PubMed</collection><collection>CrossRef</collection><collection>Applied Social Sciences Index & Abstracts (ASSIA)</collection><collection>Sociological Abstracts (pre-2017)</collection><collection>International Bibliography of the Social Sciences (IBSS)</collection><collection>Sociological Abstracts</collection><collection>Sociological Abstracts</collection><collection>International Bibliography of the Social Sciences</collection><collection>International Bibliography of the Social Sciences</collection><collection>Sociological Abstracts (Ovid)</collection><collection>APA PsycArticles®</collection><collection>ProQuest One Psychology</collection><collection>MEDLINE - Academic</collection><jtitle>Journal of personality and social psychology</jtitle></facets><delivery><delcategory>Remote Search Resource</delcategory><fulltext>fulltext</fulltext></delivery><addata><au>Langner, Carrie A</au><au>Winter, David G</au><format>journal</format><genre>article</genre><ristype>JOUR</ristype><atitle>The Motivational Basis of Concessions and Compromise: Archival and Laboratory Studies</atitle><jtitle>Journal of personality and social psychology</jtitle><addtitle>J Pers Soc Psychol</addtitle><date>2001-10-01</date><risdate>2001</risdate><volume>81</volume><issue>4</issue><spage>711</spage><epage>727</epage><pages>711-727</pages><issn>0022-3514</issn><eissn>1939-1315</eissn><coden>JPSPB2</coden><abstract>A content analysis system for measuring positive concessions (offering concessions) and negative concessions (rejecting offered concessions) was introduced and validated through an archival study of government-to-government documents from 4 crises, 2 of which escalated to war and 2 of which were peacefully resolved. In the archival documents, concession making was positively associated with affiliation motivation and negatively associated with power motivation. A 2nd, laboratory experimental study confirmed these relationships and demonstrated priming effects of motive imagery and concession making, in a received diplomatic letter, on participants' responses. Finally, the motive imagery and concessions scores in participants' responses were related in predicted ways to their policy choices.</abstract><cop>Washington, DC</cop><pub>American Psychological Association</pub><pmid>11642356</pmid><doi>10.1037/0022-3514.81.4.711</doi><tpages>17</tpages></addata></record> |
| fulltext | fulltext |
| identifier | ISSN: 0022-3514 |
| ispartof | Journal of personality and social psychology, 2001-10, Vol.81 (4), p.711-727 |
| issn | 0022-3514 1939-1315 |
| language | eng |
| recordid | cdi_proquest_miscellaneous_72214922 |
| source | MEDLINE; Sociological Abstracts; APA PsycARTICLES; Applied Social Sciences Index & Abstracts (ASSIA) |
| subjects | Archives Bargaining Biological and medical sciences Compromises Conflict Conflict resolution Content Analysis Cooperative Behavior Crisis management Fundamental and applied biological sciences. Psychology Government Policy Making Human Humans International Cooperation Motivation Negotiation Negotiations Peace negotiations Personality Psychology. Psychoanalysis. Psychiatry Psychology. Psychophysiology Reproducibility of Results Response Bias Social interactions. Communication. Group processes Social psychology |
| title | The Motivational Basis of Concessions and Compromise: Archival and Laboratory Studies |
| url | https://sfx.bib-bvb.de/sfx_tum?ctx_ver=Z39.88-2004&ctx_enc=info:ofi/enc:UTF-8&ctx_tim=2024-12-21T11%3A41%3A28IST&url_ver=Z39.88-2004&url_ctx_fmt=infofi/fmt:kev:mtx:ctx&rfr_id=info:sid/primo.exlibrisgroup.com:primo3-Article-proquest_cross&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=The%20Motivational%20Basis%20of%20Concessions%20and%20Compromise:%20Archival%20and%20Laboratory%20Studies&rft.jtitle=Journal%20of%20personality%20and%20social%20psychology&rft.au=Langner,%20Carrie%20A&rft.date=2001-10-01&rft.volume=81&rft.issue=4&rft.spage=711&rft.epage=727&rft.pages=711-727&rft.issn=0022-3514&rft.eissn=1939-1315&rft.coden=JPSPB2&rft_id=info:doi/10.1037/0022-3514.81.4.711&rft_dat=%3Cproquest_cross%3E614365817%3C/proquest_cross%3E%3Curl%3E%3C/url%3E&disable_directlink=true&sfx.directlink=off&sfx.report_link=0&rft_id=info:oai/&rft_pqid=614365817&rft_id=info:pmid/11642356&rfr_iscdi=true |