Confounding the Creation of Social Forces

John F. Duffy and Michael J. Kavanagh
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John F. Duffy: School of Business Administration, Dalhousie University, Nova Scotia
Michael J. Kavanagh: SUNY-Albany

Journal of Conflict Resolution, 1983, vol. 27, issue 4, 635-647

Abstract: Many studies of bargaining behavior use an experimental paradigm in which a role play manipulation is contrasted with a “real†social force manipulation. These design changes confound the results because the experiment's social forces are created by two qualitatively different methods (role play versus “reality†) which are not quantitatively controlled. The present study replicates a previous experiment with this paradigm as a control condition and remedies the design problems as an experimental condition. The confounding is evident since a significant difference between control and experimental conditions is found. These results suggest that (1) methodologically, previous studies using the confounded design are tenuous; (2) contextually, loyalty does not have a significantly stronger influence on a negotiator than the need for logic; and (3) the group processes that affect the outcome are not obvious, although three post hoc explanations are proposed for future investigation.

Date: 1983
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Persistent link: https://EconPapers.repec.org/RePEc:sae:jocore:v:27:y:1983:i:4:p:635-647

DOI: 10.1177/0022002783027004004

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