Individual differences in coalitional behavior.

Abstract

Individual differences in coalitional behavior were investigated in an experimental setting. Variables representing the choice of partner and bargaining on payoff were correlated with one another and with some personality variables. The findings indicate that partner power preference is significantly related to initial bargaining demands and bargaining endurance. The bargaining variables of initial demands, final demands, concessions, and endurance were found to be significantly related to one another. The findings indicate that the personality variable of external control is significantly related to partner power preference and bargaining concessions. The results suggest that differences in coalitional behavior that occur independently of situational variation have a significant systematic component. The findings indicate that an analysis of these differences could enhance prediction of coalitional behavior. Prediction linkages between variables are proposed.