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

51 Pages Posted: 2 Feb 2007

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: August 1, 2006

Abstract

How does a representative's position in the group influence behaviour in intergroup negotiation? Applying insights from the social identity approach (specifically self-categorization theory), the effects of group member prototypicality, accountability, and group attractiveness on competitiveness in intergroup bargaining were examined. As representatives of their group, participants engaged in a computer-mediated negotiation with a simulated outgroup opponent. In Exp. 1 (N = 114), 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 accountability. Exp. 2 (N = 110) 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. Results are discussed in relation to impression management and strategic behaviour.

Keywords: Group Member Prototypicality, Intergroup Negotiation, Negotiation Behaviour, Representatives Bahaviour

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 Behaviour (August 1, 2006). ERIM Report Series Reference No. ERS-2006-070-ORG, Available at SSRN: https://ssrn.com/abstract=960889

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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