How does a person's perception of the world influence Ms behavior in a negotiation situation? This is the broad question dealt with in the present monograph which reports the results of an experiment in which white, naive subjects negotiated with Negro confederates of the experimenters on three civil rights issues.nFollowing an introduction in which the major terms contained in the title are briefly defined, the technical report has two main sections. Part one con¬tains a theorectical framework developed initially by Triandis, which has been expanded into a conceptual framework useful for the description of negotiations in culturally heterogeneous groups. Part Two of the monograph describes in de¬tail the methodology and results of an empirical study designed to explore the relationships among some of the variables in the conceptual framework, and dis¬cusses the implications of this study for future research.nThere follow brief summaries of the methods and results sections of the report.
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