Identity Conflict in Negotiations

9 Pages Posted: 12 Jul 2006

See all articles by Vera Sacharin

Vera Sacharin

University of Michigan at Ann Arbor

Anne L. Lytle

Melbourne Business School - University of Melbourne

Shirli Kopelman

University of Michigan, Stephen M. Ross School of Business

Abstract

The proposed research investigates how individual differences in the negotiation of conflicting social identities within the self impacts behavior in negotiations. We argue that gender and professional identities can be experienced as more or less integrated, and that the subjective experienced degree of conflict between these identities impacts behavior in negotiations. Our proposal is based on prior research on the impact of identity conflict in bicultural individuals and on research on identity conflicts in women in a male-dominated profession concerning judgment and memory tasks. We expect to show that when primed with their gender rather than their professional identity, women with high levels of identity conflict will be especially assertive. For women with no conflict between their identities, we expect the reverse pattern. We do not expect that men experience a conflict between their professional and gender role, and thus we expect to show that their level of assertiveness is independent of identity primes.

Suggested Citation

Sacharin, Vera and Lytle, Anne Louise and Kopelman, Shirli, Identity Conflict in Negotiations. IACM 2006 Meetings Paper. Available at SSRN: https://ssrn.com/abstract=913765 or http://dx.doi.org/10.2139/ssrn.913765

Vera Sacharin

University of Michigan at Ann Arbor ( email )

500 S. State Street
Ann Arbor, MI 48109
United States

Anne Louise Lytle (Contact Author)

Melbourne Business School - University of Melbourne ( email )

200 Leicester Street
Carlton, VIC 3053
Australia
+614-402-336-723 (Phone)
+612-9904-4646 (Fax)

Shirli Kopelman

University of Michigan, Stephen M. Ross School of Business ( email )

701 Tappan Street
Ann Arbor, MI MI 48109
United States

HOME PAGE: http://www.shirlikopelman.com

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