Authors: David A. Kravitz and Mickie Dobson

Title: Motivations and cognitions in coalition formation

Source: In R. Tietz (Ed.), Lecture notes in economics and mathematical systems: No. 213. Aspiration levels in bargaining and economic decision making (pp. 306-320). Berlin, West Germany: Springer. 1983.

Coalition formation is the result of a complex array of individual and group factors. At the individual level the bargainers have unique sets of motivations and cognitions, which depend on their prior experiences and the situation. The individual bargainers interact, and a coalition forms. These results lead to further changes in the individual’s motivations and cognitions. The present study relates this conceptualization of the coalition process to previously developed theories, and attempts to show the process in action. Results indicate that bargainers do not maximize their outcomes, and motivational and cognitive explanations are developed. The effects of experience on the players’ perceptions of the situation and aspirations are illustrated.

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