Effects of locus of control and style of third party intervention upon bargaining behavior

Abstract

80 dyads of male undergraduates participated in a simulated collective barg aining game. External dyads (as determined by Rotter's Internal-External Control Scale) demanded smaller total opening bids, conceded a greater amount, and left fewer issues unresolved than internal or mixed dyads. Ss anticipating voluntary arbitration set higher goals and made more demanding total opening bids than Ss anticipating other styles of 3rd party intervention. (24 ref) (PsycInfo Database Record (c) 2025 APA, all rights reserved)