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

Avi Assor, Karen O'quin

Research output: Contribution to journalArticlepeer-review

4 Scopus citations


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.

Original languageEnglish
Pages (from-to)119-126
Number of pages8
JournalJournal of Social Psychology
Issue number1
StatePublished - 1 Jan 1982
Externally publishedYes

ASJC Scopus subject areas

  • Social Psychology


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