Intergroup Bargaining

This study investigated the effects of three factors on a representative's bargaining: (a) an opposing constituent's announced bargaining stance, (b) an opposing representative's bargaining, and (c) the representative's locus of control. In the study, each subject served as a constituent's representative and bargained with an opposing representative who represented the opposing constituent. The roles of the representative's constituent, the opposing representative, and the opposing constituent were enacted by the experimenter. Succinctly, the results revealed that the opposing constituent's bargaining stance, in addition to producing main effects, interacted with the opposing representative's bargaining and with the representative's locus of control to influence the representative's bargaining.