Attraction, Identification and Motivation in Small Group Negotiations
40 Pages Posted: 11 Aug 2004
Date Written: July 15, 2004
We examine how interpersonal and group-level factors relate to prosocial motivations and group negotiation outcomes. Three studies showed that superordinate group identification and interpersonal attraction positively influence each other, and underlie prosocial value orientations, and joint outcomes. Specifically, we demonstrate a direct link between superordinate identification and prosocial value orientations (Study 1, N=100), which is especially the case for situations where people are attracted to each other (Study 2, N=220). A study of interactive negotiating groups (Study 3) confirmed this, and showed that the recognition of a superordinate group identity was the main predictor of joint negotiation outcomes. Results underline the interplay as well as the distinctness of interpersonal and group-level processes.
Keywords: Interpersonal attraction, social identification, motivational orientation, group negotiation
JEL Classification: C74
Suggested Citation: Suggested Citation