Strategies for managing interorganizational conflict: A laboratory paradigm

Abstract

Developed a laboratory paradigm for examining interorganizational conflict and its management. 62 3-person groups (drawn randomly from 282 business administration students) participated 2 groups at a time. One group acted as manufacturer and the other as wholesaler, their goal being agreement on the price and quantity of microscalpels. Conflict was induced by presenting a profit-loss matrix, a bogus distribution of past groups' earnings, and contrived information on complementary skills of group members. Semantic differential responses differed significantly (p < .05) for conflict-management groups (superordinate goal, and exchange of persons) and no-conflict-management groups, indicating lessening conflict in the former groups. There were no specific differences on in-group/out-group items. Expressive-Malintegrative Behavior Indexes, derived from Bales's Interaction Process Analysis, provided further support for the exchange-of-persons strategy. (31 ref) (PsycInfo Database Record (c) 2025 APA, all rights reserved)