Shared Cognition as a Product of, and Precursor to, Shared Social Identity: Studying the Role of Communication in Negotiations

28 Pages Posted: 19 May 2003

See all articles by Roderick I. Swaab

Roderick I. Swaab

INSEAD

Tom Postmes

University of Exeter; Universiteit van Amsterdam (UVA)

Ilja van Beest

University of Amsterdam (UVA), Faculty of Social and Behavioral Sciences - Communication Science Department

Russell Spears

University of Amsterdam - Department of Psychology

Abstract

This paper examines the relation between shared cognition and shared social identity, and the influence of these two variables on negotiation productivity. Three studies showed that both shared cognition and identification with an overarching group are associated with better negotiation outcomes. Moreover, clear links exist between the development of shared cognition and shared identity. A direct manipulation of shared cognition resulted in greater identification (Study 2). Conversely, stronger identification before negotiation was associated with the development of shared cognition during negotiation (Study 3). Thus, as predicted by self-categorization theory, shared social identity can be both the product of, and precursor to, the development of shared cognition (Turner, 1991), with communication functioning as the interface between the two.

Keywords: Shared Cognition, Social Identity, Group Negotiation

Suggested Citation

Swaab, Roderick I. and Postmes, Tom and van Beest, Ilja and Spears, Russell, Shared Cognition as a Product of, and Precursor to, Shared Social Identity: Studying the Role of Communication in Negotiations. 16th Annual IACM Conference Melbourne, Australia. Available at SSRN: https://ssrn.com/abstract=399600 or http://dx.doi.org/10.2139/ssrn.399600

Roderick I. Swaab (Contact Author)

INSEAD ( email )

Boulevard de Constance
77305 Fontainebleau Cedex
France

Tom Postmes

University of Exeter ( email )

Exeter EX4 4QX, Devon
United Kingdom

Universiteit van Amsterdam (UVA)

Spui 21
Amsterdam, 1018 WB
Netherlands

Ilja Van Beest

University of Amsterdam (UVA), Faculty of Social and Behavioral Sciences - Communication Science Department ( email )

Kloveniersburgwal 48
Amsterdam, 1012 CX
Netherlands
+31(0)20 525 2110 (Phone)

Russell Spears

University of Amsterdam - Department of Psychology ( email )

Roetersstraat 15
Amsterdam, 1018 WB
Netherlands

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