Identity Conflict in Negotiations
9 Pages Posted: 12 Jul 2006
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.
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