Abstract
In a computer-mediated negotiation experiment (N = 107), it is investigated how and why intragroup characteristics, such as a competitive or cooperative group norm and a negotiator's standing within the own constituent group, interplay with personality to influence the behavior of a group representative in intergroup negotiations. Applying insights from the social identity approach (specifically self-categorization theory), we argue and show that for negotiators with a low standing in their group (but not for those with a high standing), their dispositional need to belong (Baumeister & Leary, 1995) is related to their motivation to be accepted by their group, which in turn influences the degree to which they act upon group norms when negotiating on behalf of their group.
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callDisclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
