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Negotiations, image of the other and the process of minority influence
Author(s) -
Mugny Gabriel
Publication year - 1975
Publication title -
european journal of social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.609
H-Index - 111
eISSN - 1099-0992
pISSN - 0046-2772
DOI - 10.1002/ejsp.2420050206
Subject(s) - negotiation , social psychology , psychology , consistency (knowledge bases) , style (visual arts) , perception , presupposition , contradiction , population , norm (philosophy) , political science , sociology , linguistics , computer science , law , geography , archaeology , philosophy , demography , artificial intelligence , neuroscience
The new theoretical presuppositions used by Moscovici to explain social influence phenomena led him to show that the consistency of behavior can account for the influence of a minority. Experimental data confirm this idea. However, some counter‐examples, showing that consistency sometimes induces subjects to refuse compromises, are problematical. To clear up this apparent contradiction, a distinction is made between behavioral style (in the face of the majority norm) and the style of negotiation (in the face of the population the minority wants to influence). A first experiment, then, shows that when two minorities are seen as equally consistent, the minority with a flexible style of negotiation has more influence than the more rigid minority. A second experiment deals with Ss' perception of the source of influence and clarifies the effects of minority negotiations; the links between opinions, opinion change and perception of others are also clarified.