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

Author

Listed:
  • van Kleef, G.A.
  • Steinel, W.
  • van Knippenberg, D.L.
  • Hogg, M.A.
  • Svensson, A.

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.

Suggested Citation

  • van Kleef, G.A. & Steinel, W. & van Knippenberg, D.L. & Hogg, M.A. & Svensson, A., 2006. "Group Member Prototypicality and Intergroup Negotiation: How One's Standing in the Group Affects Negotiation Behaviour," ERIM Report Series Research in Management ERS-2006-070-ORG, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    • Handle: RePEc:ems:eureri:8502
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    References listed on IDEAS

    as
    1. van Knippenberg, Daan & van Knippenberg, Barbara & van Dijk, Eric, 2000. "Who Takes the Lead in Risky Decision Making? Effects of Group Members' Risk Preferences and Prototypicality," Organizational Behavior and Human Decision Processes, Elsevier, vol. 83(2), pages 213-234, November.
    2. de Dreu, Carsten K. W. & Carnevale, Peter J. D. & Emans, Ben J. M. & van de Vliert, Evert, 1994. "Effects of Gain-Loss Frames in Negotiation: Loss Aversion, Mismatching, and Frame Adoption," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(1), pages 90-107, October.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    Group Member Prototypicality; Intergroup Negotiation; Negotiation Behaviour; Representatives Bahaviour;
    All these keywords.

    JEL classification:

    • L2 - Industrial Organization - - Firm Objectives, Organization, and Behavior
    • M - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics
    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General
    • M12 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Personnel Management; Executives; Executive Compensation

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