The intangibles of bargaining: power and competence versus deference and approval

The study examined the relationships among the personality variables of deference, approval, locus of control, and dominance, and several measures of bargaining “toughness” in 44 male and female American college students. Results indicated that, as predicted, internality and dominance were positively, and deference was negatively, related to toughness of bargaining. Unexpectedly, the approval motive was associated with tough bargaining behavior. Contrary to the prevailing emphasis in the literature on the bargaining behavior of Americans, these results indicated that behavior in a common bargaining situation was affected by approval and deference, as well as power and competence, personality dispositions. The results for the approval motive were explained as a function of the attempt of approval-oriented Ss to win the approval of the E and their partner by demonstrating competence as bargainers.