Who says what to whom? the impact of communication setting and channel on exclusion from multiparty negotiation agreements

Social Cognition

Volumn 27, Issue 3, 2009, Pages 385-401

  Swaab, Roderick I ^a   Kern, Mary C ^b   Diermeier, Daniel ^c   Medvec, Victoria ^c  

^a INSEAD   (France)

^b CITY UNIVERSITY OF NEW YORK   (United States)

^c NORTHWESTERN UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 67749088661     PISSN: 0278016X     EISSN: None     Source Type: Journal    
DOI: 10.1521/soco.2009.27.3.385     Document Type: Article

References (45)

1. Asch, S. E. (1951). Effects of group pressure on the modification and distortion of judgments. In H. Guetzkow (Ed.), Groups, leadership and men (pp. 177-190). Pittsburgh: Carnegie.
2. Baltes, B. B., Dickson, M., Sherman, M. P., Bauer, C. C., & LaGanke, J. S. (2002). Computer-mediated communication and group decision making: A meta-analy-sis. Organizational Behavior and Human Decision Processes, 87(1), 156-179.
3. Baron, D. P. (1995). Blind justice: Fairness to groups and the do-no-harm principle. ]oumal of Behavioral Decision Making, 8, 71-83.
4. Baron, D. P., & Ferejohn, J. A. (1989). Bargaining in legislatures. The American Political Science Review, 83(4), 1181-1206.
5. Beersma, B., & de Dreu, C. K. W. (2002). Inte-grative and distributive negotiation in small groups: Effects of task structure, decision rule, and social motive. Organizational Behavior and Human Decision Processes, 87(2), 227-252.
6. Brennan, S. E., & Clark, H. H. (1996). Conceptual pacts and lexical choice in conversation Journal of Experimental Psychology: Learning, Memory, and Cognition, 22(6), 1482-1493.
7. Caporeal, L., Dawes, R. M., Orbell, J. M., & van de Kragt, A. (1989). Selfishness examined: Cooperation in the absence of egoistic incentives. Behavioral and Brain Science, 12, 683-699.
8. Daft, R. L., & Lengel, R. (1986). Organizational information requirements, media richness and structural design. Management Science, 32, 554-571.
9. Dawes, R. M., McTavish, J., & Shaklee, H. (1977). Behavior, communication, and assumptions about other people's behavior in a commons dilemma situation. Journal of Personality & Social Psychology, 35(1), 1-11.
10. Eisenberger, N. I., Lieberman, M. D., & Williams, K. D. (2003). Does rejection hurt? An fMRI study of social exclusion. Sci-ence, 302, 290-292.
11. Haslam, A., & McGarty, C. (2001). A 100 years of certitude? Social psychology, the experimental method and the management of scientific uncertainty. British Journal of Social Psychology, 40, 1-21.
12. Haslam, S. A. (1997). Stereotyping and social influence: Foundations of stereotype consensus. In R. Spears, P. J. Oakes, N. Ellemers, & S. A. Haslam (Eds.), The social psychology of stereotyping and group life (pp. 119-143). Oxford, England: Blackwell.
13. Haslam, S. A., Turner, J. C., Oakes, P. J., Reynolds, K. J., Eggins, R. A., & Nolan, M. (1998). When do stereotypes become really consensual? Investigating the group-based dynamics of the consen-sualization process. European Journal of Social Psychology, 28, 755-776.
14. Johnson, C., Funk, S. J., & Clay-Wamer, J. (1998). Organization contexts and conversation patterns. Social Psychology Quarterly, 61, 361-371.
15. Kahan, J. P., & Rapoport, A. (1984). Theories of coalition formation. New York: Erlbaum.
16. Kerr, N. L., & Kaufman-Gilliland, C. M. (1994). Communication, commitment, and cooperation in social dilemmas. Journal of Personality and Social Psychology, 66, 513-529.
17. Klein, O., Jacobs, A., Gemoets, S., Licata, L., & Lambert, S. M. (2003). Hidden profiles and the consensualization of social stereotypes: How information distribution affects stereotype content and shared-ness. European Journal of Social Psychology, 33(6), 755-777.
18. Kramer, R. M., & Brewer, M. B. (1984). Effects of group identity on resource use in a simulated commons dilemma. Journal of Personality and Social Psychology, 46(5), 1044-1057.
19. Kurzban, R., & Leary, M. (2001). Evolutionary origins of stigmatization: The functions of social exclusion. Psychological Bulletin, 127(2), 187-208.
20. Liang, D. W., Moreland, R., & Argote, L. (1995). Group versus individual training and group performance: The mediating factor of transactive memory. Personality and Social Psychology Bulletin, 21(4), 384-393.
21. Lyons, A., & Kashima, Y. (2003). How are stereotypes maintained through communication? The influence of stereotype sharedness. Journal of Personality & Social Psychology, 85(6), 989-1005.
22. Mannix, E. A., & Blount White, S. (1992). The impact of distributive uncertainty on coalition formation in organizations. Organizational Behavior and Human Decision Processes, 51, 198-219.
23. McGrath, J. E., & Hollingshead, A. B. (1993). Putting the "group" back into group support systems: Some theoretical issues about dynamic processes in groups with technological enhancements. In L. M. Jessup & J. S. Valacich (Eds.), Group support systems: New perspectives (pp. 78-79). New York: Macmillan.
24. Moll, J., Krueger, F., Zahn, R., Pardini, M., de Oliveira-Souza, R., & Grafman, J. (2006). Human fronto-mesolimbic networks guide decisions about charitable donation. Proceedings of the National Academy of Sciences, 103(42), 15623-15628.
25. Pennebaker, J. W., Francis, M. E., & Booth, R. J. (2001). Linguistic Inquiry and Word Count (LIWC). Mahwah, NJ: Erlbaum.
26. Polzer, J. T., Mannix, E. A., & Neale, M. A. (1998). Interest alignment and coalitions in multiparty negotiation. Academy of Management Journal, 41, 42-54.
27. Postmes, T., Haslam, S. A., & Swaab, R. I. (2005). Social influence in small groups: An interactive model of social identity formation. European Review of Social Psychology, 16, 1-42.
28. Postmes, T., Spears, R., & Lea, M. (1998). Breaching or building social boundaries? SIDE-effects of computer-mediated communication. Communication Research, 25(6), 689-715.
29. Postmes, T., Spears, R., Novak, R., & Lee, T. (2005). Individuality and social influence in groups: Inductive and deductive routes to group identity. Journal of Personality & Social Psychology, 89, 747-763.
30. Pruitt, D. G., & Carnevale, P. J. (1993). Negotiation in social conflict. Buckingham: Open University Press.
31. Reicher, S. D., Spears, R., & Postmes, T. (1995). A social identity model of deindividua-tion phenomena. In S. W & M. Hewstone (Eds.), European review of social psychology (Vol. 6, pp. 161-198). Chichester: Wiley.
32. Riker, W. H. (1962). The theory of political coalitions. New Haven: Yale University Press.
33. Shannon, C. E., & Weaver, W (1963). The mathe-matical theory of communication. Chicago, IL: University of Illinois Press.
34. Swaab, R. I., & Galinsky, A. D. (2007). How to negotiate when you're (literally) far apart. Negotiation, 10, 7-9.
35. Swaab, R. I., Medvec, V., Diermeier, D., & Gal-insky, A. (2006). Communication media and negotiation: A meta-analysis. Paper presented at the International Association for Conflict Management, Montreal, CA.
36. Swaab, R. I., Postmes, T., & Spears, R. (2008). Identity formation in multiparty negotiations. British Journal of Social Psychology, 47(1), 167-187.
37. Swaab, R. I., Postmes, T., Van Beest, I., & Spears, R. (2007). Shared cognition as a product of, and precursor to, shared social iden-tity: The role of communication in negotiations. Personality and Social Psychology Bulletin, 33, 187-199.
38. Thompson, L., & Nadler, J. (2002). Negotiating via information technology: Theory and application. Journal of Social Issues, 58, 109-124.
39. Van Beest, I., & Van Dijk, E. (2007). Self-interest and fairness in coalition formation: A social utility approach to understanding partner selection and payoff allocations in groups. European Review of Social Psychology, 18, 1-43.
40. Van Beest, I., Van Dijk, E., De Dreu, C. K. W., & Wilke, H. A. M. (2005). Do-no-harm in coalition formation: Why losses inhibit exclusion and promote fairness cognitions. Journal of Experimental Social Psychology, 41, 609-617
41. Van Beest, I., Van Dijk, E., & Wilke, H. (2003). The excluded player in coalition formation. Personality and Social Psychology Bulletin, 29, 237-247.
42. Van Beest, I., Wilke, H., & Van Dijk, E. (2004). The interplay of self-interest and equity in coalition formation. European of Journal of Social Psychology, 34, 547-565.
43. Van Beest, I., & Williams, K. D. (2006). When inclusion costs and ostracism pays, ostracism still hurts. Journal of Personality and Social Psychology, 91, 918-928.
44. Walther, J. B. (1992). Interpersonal effects in computer mediated interaction. Communication Research, 19, 52-90.
45. Walther, J. B. (1996). Computer-mediated communication: Impersonal, interpersonal, and hyperpersonal interaction. Communication Research, 23, 3-43.