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Bounded Benefits of Representative Cooperativeness in Intergroup Negotiations

Author

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  • Özüm Saygı

    (University of Amsterdam)

  • Lindred L. Greer

    (Stanford University)

  • Gerben A. Kleef

    (University of Amsterdam)

  • Carsten K. W. De Dreu

    (University of Amsterdam)

Abstract

Although cooperation among representatives in intergroup negotiation can improve intergroup relations, when cooperation in such competitive settings is attributed to strategic goals of the outgroup, it may actually harm intergroup relations. Here we investigate the possibility that representative’s characteristics (prototypicality and competence) determine whether an outgroup representative’s cooperation (as opposed to competition) improves or harms intergroup relations. Study 1 showed that a cooperative outgroup representative (compared to a competitive representative) produced more favorable perceptions of the entire outgroup, and triggered constructive behavioral tendencies towards the outgroup when the outgroup representative was seen as prototypical, yet decreased such constructive tendencies when the representative was seen as peripheral. Study 2 showed that the outgroup representative’s cooperation triggered constructive behavioral tendencies only when the representative appeared as low in competence; when high in competence, the positive effect of representative cooperativeness on trust and constructive behavioral tendencies was mitigated. Implications for representative negotiation and intergroup relations are discussed.

Suggested Citation

  • Özüm Saygı & Lindred L. Greer & Gerben A. Kleef & Carsten K. W. De Dreu, 2015. "Bounded Benefits of Representative Cooperativeness in Intergroup Negotiations," Group Decision and Negotiation, Springer, vol. 24(6), pages 993-1014, November.
    • Handle: RePEc:spr:grdene:v:24:y:2015:i:6:d:10.1007_s10726-014-9426-2
    DOI: 10.1007/s10726-014-9426-2
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    References listed on IDEAS

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    1. Daniel Druckman, 1968. "Ethnocentrism in the Inter-Nation Simulation," Journal of Conflict Resolution, Peace Science Society (International), vol. 12(1), pages 45-68, March.
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    3. Corinne Bendersky & Nicholas A. Hays, 2012. "Status Conflict in Groups," Organization Science, INFORMS, vol. 23(2), pages 323-340, April.
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    Cited by:

    1. Hillie Aaldering & Shirli Kopelman, 2022. "Dovish and Hawkish Influence in Distributive and Integrative Negotiations: The Role of (A)symmetry in Constituencies," Group Decision and Negotiation, Springer, vol. 31(1), pages 111-136, February.

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