The Utility of Coorientational Variables as Predictors of Willingness to Negotiate

Abstract

This study explored the potential utility of coorientational agreement and accuracy as predictors of willingness to negotiate. Research questions were examined in an experimental setting in which 199 students were randomly assigned to represent one of four groups involved in a simulated recreation management dispute. Analysis revealed considerable disagreement regarding the power and trustworthiness of groups, with self-perceptions being consistently higher than aggregate evaluations. In-group favoring biases, in turn, had a negative effect on the relationship between agreement and accuracy. The influence of favorably biased self-assessments on the relationship between coorientational agreement and accuracy should be taken into account when predicting strategy selection in conflict situations.