The Initiation of Cooperation Through Role Reversal.

Johnson, David W.; Dustin, Richard

Notes FAQ Contact Us

Back to results

Peer reviewed

ERIC Number: EJ030682

Record Type: CIJE

Publication Date: 1970

Pages: N/A

Abstractor: N/A

ISBN: N/A

ISSN: N/A

EISSN: N/A

Available Date: N/A

The Initiation of Cooperation Through Role Reversal

Johnson, David W.; Dustin, Richard

Journal of Social Psychology, 82, 2, 193-203, Dec '70

This study examines the effectiveness of a cooperatively oriented negotiator who is highly skilled in role reversal in inducing cooperation in an adversary. Agreements were greater and faster in individualistic conditions than in competitive conditions. (Author/DB)

Descriptors: Communication Problems, Conflict Resolution, Interaction Process Analysis, Interpersonal Relationship, Motivation, Role Playing, Social Relations

Publication Type: N/A

Education Level: N/A

Audience: N/A

Language: N/A

Sponsor: N/A

Authoring Institution: N/A

Grant or Contract Numbers: N/A

Author Affiliations: N/A