Social motives under negotiation

Jeroen Jansz

pp. 211-217

in: Stam, Leendert Mos, Warren Thorngate, Bernie Kaplan (eds), Recent trends in theoretical psychology, Berlin, Springer, 1993

Abstract

Social motives are presented as a special class of motives. They stem from interpersonal practices of communication, but are internalized into the private, psychological domain. As soon as a social motive is stated in public, it becomes the subject of negotiation. In this practice of negotiation, public norms with respect to the legitimacy of a particular social motive are confronted with the personal motivational narrative.