Group Member Prototypicality and Intergroup Negotiation: How One's Standing in the Group Affects Negotiation Behavior

32 Pages Posted: 25 Oct 2004

See all articles by Gerben A. van Kleef

Gerben A. van Kleef

University of Amsterdam - Department of Psychology

Wolfgang Steinel

Leiden University - Social and Organizational Psychology

D.L. van Knippenberg

Erasmus University Rotterdam (EUR)

Michael A. Hogg

Claremont Colleges - Claremont Graduate University

Alicia Svensson

University of Queensland

Date Written: June 15, 2004

Abstract

How does a representative's position in the group influence behavior in intergroup negotiation? Applying insights from social identity theory, the effects of group member prototypicality, process accountability, and group attractiveness on competitiveness in intergroup bargaining were investigated. As representatives of their group, participants engaged in a computer-mediated negotiation with a simulated outgroup opponent. In Exp. 1, 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 process accountability. Exp. 2 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. Implications for intergroup negotiation, group member prototypicality research, and impression management are discussed.

Keywords: prototypicality, intergroup negotiation, standing

JEL Classification: D74

Suggested Citation

van Kleef, Gerben A. and Steinel, Wolfgang and Van Knippenberg, Daan and Hogg, Michael A. and Svensson, Alicia, Group Member Prototypicality and Intergroup Negotiation: How One's Standing in the Group Affects Negotiation Behavior (June 15, 2004). Available at SSRN: https://ssrn.com/abstract=609302 or http://dx.doi.org/10.2139/ssrn.609302

Gerben A. Van Kleef (Contact Author)

University of Amsterdam - Department of Psychology ( email )

Roetersstraat 15
Amsterdam, 1018 WB
Netherlands
+31 20 525 6633 (Phone)
+31 20 639 0531 (Fax)

Wolfgang Steinel

Leiden University - Social and Organizational Psychology ( email )

Leiden, 2300 RA
Netherlands

Daan Van Knippenberg

Erasmus University Rotterdam (EUR) ( email )

Burgemeester Oudlaan 50
3000 DR Rotterdam, Zuid-Holland 3062PA
Netherlands

Michael A. Hogg

Claremont Colleges - Claremont Graduate University ( email )

150 E. Tenth Street
Claremont, CA 91711
United States

Alicia Svensson

University of Queensland

St Lucia
Brisbane, Queensland 4072
Australia

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