Bounded Benefits of Representative Cooperativeness in Intergroup Negotiations

Özüm Saygı,Gerben A Van Kleef,Carsten K W De Dreu,Lindred L Greer

doi:10.1007/s10726-014-9426-2

Özüm Saygı, Gerben A Van Kleef + Show 2 more

Open Access

https://doi.org/10.1007/s10726-014-9426-2

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Abstract

Although cooperation among representatives in intergroup negotiation can improve intergroup relations, when cooperation in such competitive settings is attributed to strategic goals of the outgroup, it may actually harm intergroup relations. Here we investigate the possibility that representative’s characteristics (prototypicality and competence) determine whether an outgroup representative’s cooperation (as opposed to competition) improves or harms intergroup relations. Study 1 showed that a cooperative outgroup representative (compared to a competitive representative) produced more favorable perceptions of the entire outgroup, and triggered constructive behavioral tendencies towards the outgroup when the outgroup representative was seen as prototypical, yet decreased such constructive tendencies when the representative was seen as peripheral. Study 2 showed that the outgroup representative’s cooperation triggered constructive behavioral tendencies only when the representative appeared as low in competence; when high in competence, the positive effect of representative cooperativeness on trust and constructive behavioral tendencies was mitigated. Implications for representative negotiation and intergroup relations are discussed.

Highlights

Intergroup conflict is ubiquitous across cultures, and is often regulated through some form of negotiation among representatives from both sides (De Dreu et al 2014)
Using a bottom-up approach to representative negotiation (De Dreu et al 2014), we examine when and why cooperative behavior by the outgroup representative will improve or harm intergroup relations, including constructive behavioral tendencies defined as group members’ tendency to help and protect the outgroup (e.g., Cuddy et al 2008; Fiske et al 1999, 2002)
We identify two key characteristics of the outgroup representative that block the positive effects of cooperativeness on intergroup relations, namely (1) the representative’s peripherality to the represented group (Oakes et al 1991) and (2) the representative’s competence

Summary

Introduction

Intergroup conflict is ubiquitous across cultures, and is often regulated through some form of negotiation among representatives from both sides (De Dreu et al 2014). Representatives often help to resolve intergroup conflicts (e.g., Kelman 1995, 2005) and to establish more positive intergroup relations (Saygi et al 2014), their behavior may deliberately or inadvertently, escalate the conflict and damage the relationships among competing groups. Using a bottom-up approach to representative negotiation (De Dreu et al 2014), we examine when and why cooperative behavior by the outgroup representative will improve or harm intergroup relations, including constructive behavioral tendencies defined as group members’ tendency to help and protect the outgroup (e.g., Cuddy et al 2008; Fiske et al 1999, 2002). We would like to identify the boundary conditions for the positive effects of cooperativeness on constructive behavioral tendencies

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