Shared Cognition as a Product of, and Precursor to, Shared Social Identity: Studying the Role of Communication in Negotiations

Abstract

This paper examines the relation between shared cognition and shared social identity, and the influence of these two variables on negotiation productivity. Three studies showed that both shared cognition and identification with an overarching group are associated with better negotiation outcomes. Moreover, clear links exist between the development of shared cognition and shared identity. A direct manipulation of shared cognition resulted in greater identification (Study 2). Conversely, stronger identification before negotiation was associated with the development of shared cognition during negotiation (Study 3). Thus, as predicted by self-categorization theory, shared social identity can be both the product of, and precursor to, the development of shared cognition (Turner, 1991), with communication functioning as the interface between the two.