Interpersonal and Interparty Exchange: An Experimental Study of the Effect of Seating Position on the Outcome of Negotiations Between Teams Representing Parties in Dispute

Abstract

The experiment reported here examines the effect of opposite and mixed seating positions on the performance of negotiating teams in a role-playing debate where one team is given a markedly stronger case than the other. In line with Morley and Stephenson's previous findings, it was proposed that the greater visual accessibility of the other in the opposite condition would increase the salience of interpersonal as against interparty exchange. It was predicted and found that this could cause the side with the stronger case to be more successful in the mixed than in the opposite condition. In addition there was some evidence that the interaction between seating position and strength of case was particularly marked when participants were instructed to concentrate first on those issues which divided them. The results are discussed with reference to the importance of the balance between interpersonal and interparty factors in bargaining relationships.

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