Attraction, Identification and Motivation in Small Group Negotiations

40 Pages Posted: 11 Aug 2004

See all articles by Roderick I. Swaab

Roderick I. Swaab

INSEAD

Tom Postmes

University of Exeter; Universiteit van Amsterdam (UVA)

Russell Spears

Cardiff University - School of Psychology

Date Written: July 15, 2004

Abstract

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

Swaab, Roderick I. and Postmes, Tom and Spears, Russell, Attraction, Identification and Motivation in Small Group Negotiations (July 15, 2004). IACM 17th Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=573565 or http://dx.doi.org/10.2139/ssrn.573565

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

Russell Spears

Cardiff University - School of Psychology ( email )

Cardiff CF10 3AT
United Kingdom
+44 29 2087 0081 (Phone)

HOME PAGE: http://www.cf.ac.uk/psych/home/spearsr/

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