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

30 Pages Posted: 14 Jun 2006

See all articles by Wolfgang Steinel

Wolfgang Steinel

Leiden University - Social and Organizational Psychology

Gerben A. van Kleef

University of Amsterdam - Department of Psychology

D.L. van Knippenberg

Erasmus University Rotterdam (EUR)

Michael A. Hogg

Claremont Colleges - Claremont Graduate University

Astrid C. Homan

University of Amsterdam - Department of Work and Organizational Psychology

Graham Moffitt

University of Birmingham

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.

Suggested Citation

Steinel, Wolfgang and van Kleef, Gerben A. and Van Knippenberg, Daan and Hogg, Michael A. and Homan, Astrid C. and Moffitt, Graham, The Influence of Group Norms on Representatives' Behavior in Intergroup Negotiations: The Role of Standing and Need to Belong. IACM 2006 Meetings Paper, Available at SSRN: https://ssrn.com/abstract=905463 or http://dx.doi.org/10.2139/ssrn.905463

Wolfgang Steinel (Contact Author)

Leiden University - Social and Organizational Psychology ( email )

Leiden, 2300 RA
Netherlands

Gerben A. Van Kleef

University of Amsterdam - Department of Psychology ( email )

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

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

Astrid C. Homan

University of Amsterdam - Department of Work and Organizational Psychology ( email )

Weesperplein 4
Amsterdam, 1018 XA
Netherlands
+31 20 525 5955 (Phone)
+31 20 639 0531 (Fax)

Graham Moffitt

University of Birmingham ( email )

Edgbaston, Birmingham B15 2TT
United Kingdom

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