Lancaster EPrints

Testing the Role Effect in Terrorist Negotiations.

Donohue, William A. and Taylor, Paul J. (2003) Testing the Role Effect in Terrorist Negotiations. International Negotiation, 8 (3). pp. 527-547. ISSN 1382-340X

[img]
Preview
PDF (15.pdf)
Download (179Kb) | Preview

    Abstract

    This article examines the effects of role on terrorists’ use of power and affiliative strategies in negotiation as a function of terrorist ideology, incident type, and the outcome that is achieved. Data were scores on eight behavioral scales designed to reflect the dynamics of 186 terrorist negotiations, as reported in detailed chronological accounts. Results supported the hypothesized one-down effect with terrorists’ use of power-oriented strategies complemented by authority’s use of affiliation-oriented strategies. The extent to which terrorists used aggressive strategies was related to the resolution of the incident, with attenuated outcomes more likely for those using more aggressive strategies. These dynamics differed across incident type, with aerial hijackings involving more overt power strategies than barricade-siege incidents, which were more likely to involve bargaining for certain outcomes. Finally, terrorist ideology and the associated identity concerns magnified the one-down effect, with religious fundamentalists engaging in more violence and less compromising strategies than terrorists with other ideological backgrounds.

    Item Type: Article
    Journal or Publication Title: International Negotiation
    Uncontrolled Keywords: role ; one-down effect ; power ; affiliation ; complementarity ; terrorism ; ideology.
    Subjects: B Philosophy. Psychology. Religion > BF Psychology
    Departments: Faculty of Science and Technology > Psychology
    ID Code: 11024
    Deposited By: Dr Paul Taylor
    Deposited On: 30 Jul 2008 10:09
    Refereed?: Yes
    Published?: Published
    Last Modified: 30 Sep 2013 11:52
    Identification Number:
    URI: http://eprints.lancs.ac.uk/id/eprint/11024

    Actions (login required)

    View Item