Forces affecting success in negotiation groups

McGrath's Tri-forces model of the negotiation process emphasizes three major sets of role forces which act on the negotiation representatives. It is proposed that by obtaining a number of measures of these role forces for each negotiator and combining them as a battery of predictors in a multiple regression equation, negotiation group outcomes can be predicted. Data from two experimental studies are presented. They support the Triforces model as a valid representation of the factors operating in the decision-making process of negotiation groups and confirm the usefulness of the multiple regression technique.