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Joint PROBLEM SOLVING in NEGOTUTION Lany Owen a Thesis JOiNT PROBLEM SOLVING iN NEGOTUTION AS A SMALL GROUP PROCESS Lany Owen A thesis submitted in conformity with the requirements for the degree of Master of Arts Depanment of Adult Education, Comrnunity Development, and Counselling Psychology Ontario Institute for Studies in Education of the University of Toronto O Copyright by Larry Owen ZOO 1 National Library Bibliothèque nationale (*Iof Canada du Canada Acquisitions and Acquisitions et Bibliographie Services services bibliographiques 395 Wellington Street 395. rue Wellington OnawaON KlAON4 Ottawa ON KIA ON4 canada Canada The author has granted a non- L'auteur a accordé une licence non exclusive licence allowing the exclusive permettant a la National Library of Canada to Bibliothèque nationale du Canada de reproduce, loan, distn%uteor sell reproduire, prêter, disûibuer ou copies of this thesis in microform, vendre des copies de cette thèse sous paper or electronic formats. la forme de microfiche/film, de reproduction sur papier ou sur format électronique. The author retains ownership of the L'auteur consenle la propriété du copyright in this thesis. Neither the droit d'auteur qui protège cette thèse. thesis nor substantial extracts from it Ni la thèse ni des extraits substantiels may be printed or otherwise de celle-ci ne doivent être imprimés reproduced without the author's ou autrement reproduits sans son permission. autorisation. Joint Problem Solving in Negotiation as a Small Group Process Master of Arts, 200 1 Lany Owen Department of Adult Education, Community Developrnent, and Counselling Psychology Ontario Institute for Studies in Education of the University of Toronto This paper deals with joint problem soiving as a negotiation technique. The thesis is that in order to take advantage of the joint problem solving approach it is a necessary condition that the parties to a negotiation are able to act as a small group in respect of the dispute they are ctying to resoive. This thesis reviews the dispute resolution literature using small group theory as a ftamework of analysis. The Framework has three perspectives: the individual traits of a group; the group as a whole; an4 evidence of group development. Support is found for al1 three. The paper concludes with illustrations of theoretical and practical applications of the thesis: a more precise theoretical description of joint problem solving in a negotiation setting, including: a consequential limiting of its scope of application; assessing potential for it; and managing the process. ACKNO WLEDGEMENTS 1 would like to thank my thesis supervisor, Dr. Jack Quarter, for being there to provide a word of encouragement or an insightful comment when 1 needed it. He helped make this adventure in leaming a valuable and pleasant experience for me. I would also like to thank my wife Charlotte and my son Mark for their patience and support during the writing of this thesis, my mother for her enduring faith in me, and my father, now deceased, for passing on to me his love of inquiry. Lany Owen, Ontario Institute for Studies in Education of the University of Toronto Table of Contents Introduction ............................................................................................................... 7 Method ...................................................................................................................... 10 . Negotiation................................................................................................................ 12 Definition ......................................................................................................12 . Distributive Bargaining ............................................................................... 13 . Integrative Bargaining................................................................................... 14 Mixed Motive Bargaining ............................................................................. 15 Mediation .................................................................................................... 16 Problem Solving ........................................................................................................ 17 Small Group Analflical Framework ......................................................................... --33 The parts of the Definition of a Group ......................................................... 22 The Group as a Whole ............................................................................... 25 Group Developrnent ...................................................................................... 27 Review of Authorities ............................................................................................... 29 The Individual Categories of the Definition ................................................. 29 Interaction ......................................................................................... 29 Interdependence, Cornmon Goals, and Mutual Influence ................ 30 Motivation.......... .. ........................................................................ 38 Structured Relationships and Perception of Membership ................ 42 The Entity as a Whole .............. ..... .......................................................... 49 The Industrial Relations Writers ....................................................... 49 Pruitt and his Coauthors ................................................................... 55 Cooperation and the Link to Smdl Group ..................................... 57 Collaborative Law ............................................................................. 58 Roger Fisher and the Other Disciples of the Harvard Program on Negotiation ........................................................................................................... 59 Lewicki and Litterer .......................................................................... 64 The Camp David Surnmit ................................................................. 64 Evidence of Group Development .................................................................. 70 Surnmary ....................................................................................................... 76 Analysis and Discussion ........................................................................................ 78 Key Aspects ...................................................................................................78 The Interrelationship of the Categories of the Definition ................. 78 The Cntical Category of Structured Relationships........................... 80 Integrative Potential and Subordination of Cornpetitive Behaviour. 83 Practical and Theoretical Applications ......................................................... 86 An Aid to Analysis ............................................................................ 86 Fine Tuning the Response to the Conflict Situation ......................... 89 A Narrower View of the Availability of Joint Problem Solving ...... 91 Group Management ................................ ....................................... 92 Ski11 and Knowledge Requirernents for Effective Applications ....... 94 Groups are not limited to Problem Solving ...................................... 95 Conclusion ................................................................................................................ 97 Re ferences ......... ,. .................................................................................................. 98 Appendix A ........................................................................................................... 107 Appendix B ............................................................................................................... 116 Endnotes.................................................................................................................... 123 List of Figures 1 . Means-Ends matrix ................................................................................................ 18 2 . Dual Concern Mode1 .................. ,. .......... .... ............... 33 3 . Insurance CIaim .................................................................................................. 118 List of Tables 1 . Definition of Srnail Group by Reference and Source ...................................... 107 2 . Categories of Small Group Definition by Author .............................................. 114 Introduction This paper looks at one aspect of the field of negotiation, joint problem solving, From the perspective of srnall group theory. It is common for negotiation theorists to recornmend that the parties to a dispute seek a 'win-win" or integrative solution to it, and often that advice contains the suggestion that the parties can achieve that result by using joint problem solving to resolve the dispute. It is this aspect - the use of joint problem solving in a negotiation setting - that is the focus of the application of small group theory. The thesis put forward here is this: If the parties to a negotiation are to reach a win-win result by the application of joint problern solving, they must be able to perform effectively as a small group with respect to the issue in dispute. This papa reviews the relevant literature and explores some of the implications of this thesis for the field of negotiation. To state the thesis more precisely, being able to function as a small group is a necessary, but not sufficient, condition to joint problem solving in a negotiation setting. Being able
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