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Group member prototypicality and intergroup negotiation: How one's standing in the group affects negotiation behaviour
Author(s) -
Kleef Gerben A.,
Steinel Wolfgang,
Knippenberg Daan,
Hogg Michael A.,
Svensson Alicia
Publication year - 2007
Publication title -
british journal of social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 1.855
H-Index - 98
eISSN - 2044-8309
pISSN - 0144-6665
DOI - 10.1348/014466605x89353
Subject(s) - negotiation , social psychology , psychology , attractiveness , accountability , group (periodic table) , social identity theory , position (finance) , categorization , identity (music) , collective identity , impression management , social group , political science , economics , law , philosophy , chemistry , physics , organic chemistry , finance , epistemology , politics , acoustics , psychoanalysis
How does a representative's position in the group influence behaviour in intergroup negotiation? Applying insights from the social identity approach (specifically self‐categorization theory), the effects of group member prototypicality, accountability and group attractiveness on competitiveness in intergroup bargaining were examined. As representatives of their group, participants engaged in a computer‐mediated negotiation with a simulated out‐group opponent. In Experiment 1 ( N =114), representatives with a peripheral status in the group sent more competitive and fewer cooperative messages to the opponent than did prototypical representatives, but only under accountability. Experiment 2 ( N =110) replicated this finding, and showed that, under accountability, peripherals also made higher demands than did prototypicals, but only when group membership was perceived as attractive. Results are discussed in relation to impression management and strategic behaviour.