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When constituencies speak in multiple tongues: The relative persuasiveness of hawkish minorities in representative negotiation

  • Steinel, Wolfgang
  • De Dreu, Carsten K.W.
  • Ouwehand, Elsje
  • Ramírez-Marín, Jimena Y.

Although constituencies often consist of opposing factions, we know little about the way such opposing factions influence the representative's negotiation strategy. This study addressed this issue: Representatives negotiated as sellers on behalf of a group consisting of hawkish (competitive) and dovish (cooperative) factions. Experiments 1-3 showed that a minority of hawks was sufficient to influence the representatives to acting in a competitive way; only when all constituents unanimously advocated a cooperative strategy were representatives more conciliatory towards their negotiation partner. These tendencies did not differ as a function of the representatives' pro-social versus pro-self value orientation, or the unanimity versus majority rule putatively used in the constituency to accept of reject the representative's negotiated agreement. We conclude that hawkish minorities are persuasive and influential because representatives accord more weight to hawkish than to dovish messages.

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Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

Volume (Year): 109 (2009)
Issue (Month): 1 (May)
Pages: 67-78

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Handle: RePEc:eee:jobhdp:v:109:y:2009:i:1:p:67-78
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  1. Davis, James H., 1992. "Some compelling intuitions about group consensus decisions, theoretical and empirical research, and interpersonal aggregation phenomena: Selected examples 1950-1990," Organizational Behavior and Human Decision Processes, Elsevier, vol. 52(1), pages 3-38, June.
  2. Beersma, Bianca & De Dreu, Carsten K. W., 2002. "Integrative and Distributive Negotiation in Small Groups: Effects of Task Structure, Decision Rule, and Social Motive," Organizational Behavior and Human Decision Processes, Elsevier, vol. 87(2), pages 227-252, March.
  3. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
  4. De Dreu, Carsten K. W. & Boles, Terry L., 1998. "Share and Share Alike or Winner Take All?: The Influence of Social Value Orientation upon Choice and Recall of Negotiation Heuristics, , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(3), pages 253-276, December.
  5. Kahneman, Daniel, 1992. "Reference points, anchors, norms, and mixed feelings," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 296-312, March.
  6. O'Connor, Kathleen M., 1997. "Groups and Solos in Context: The Effects of Accountability on Team Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 72(3), pages 384-407, December.
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