The Influence of Group Norms on Representatives' Behavior in Intergroup Negotiations: The Role of Standing and Need to Belong

Abstract

In a computer-mediated negotiation experiment (N = 107), it is investigated how and why intragroup characteristics, such as a competitive or cooperative group norm and a negotiator's standing within the own constituent group, interplay with personality to influence the behavior of a group representative in intergroup negotiations. Applying insights from the social identity approach (specifically self-categorization theory), we argue and show that for negotiators with a low standing in their group (but not for those with a high standing), their dispositional need to belong (Baumeister & Leary, 1995) is related to their motivation to be accepted by their group, which in turn influences the degree to which they act upon group norms when negotiating on behalf of their group.