When White Feels Right: The Effects of In-Group Identification and Race of Partner on Negotiation Performance

Abstract

Negotiations in which the counterparts are members of different racial groups may be hampered by less effective communication, lower trust, or distracting levels of concern over appearing prejudiced. In Study 1, we confirmed consumer studies showing a disadvantage for minority negotiators, and extended them by showing that the disadvantage can be mutual for their majority group negotiation partners in terms of profitable deals, stress and liking. In Study 2, we replicated this main effect and demonstrated that affective in-group identification (good feelings toward the White group) moderates it. When negotiating with a Black confederate, feeling “glad to be White” was a liability, in that stronger in-group affect of White participants was related to poorer joint outcomes and lower perceived liking. When negotiating with a White confederate, stronger in-group affect of White participants instead boosted the dyad’s connection and performance, resulting in higher joint outcomes, higher individual outcomes, and greater trust, perceived liking, and confidence. We discuss the implications of cross-race negotiations for both majority and minority individuals.