Social categorization in interpersonal negotiation: How social structural factors shape negotiations

Group Processes and Intergroup Relations

Volumn 13, Issue 6, 2010, Pages 765-777

  Demoulin, Stéphanie ^a   Teixeira, Cátia P ^a  

^a UNIVERSITÉ CATHOLIQUE DE LOUVAIN   (Belgium)

Author keywords

competition; intergroup negotiations; social status; stereotypes

Indexed keywords

EID: 78049396406     PISSN: 13684302     EISSN: 14617188     Source Type: Journal    
DOI: 10.1177/1368430210376636     Document Type: Article

References (55)

1. Asch, S.E. (1946). Forming impressions of personality. Journal of Abnormal Social Psychology, 41, 258-290.
2. Ayres, I., & Siegelman, P. (1995). Race and gender discrimination in bargaining for a new car. American Economic Review, 85, 304-321.
3. Bowles, H.R., Babcock, L., & Lai, L. (2007). Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask. Organizational Behavior and Human Decision Processes, 103, 84-103.
4. Brett, J.F., Pinkley, R.L., & Jacofsky, E.F. (1996). Alternatives to having BATNA in dyadic negotiation: The influence of goal, self-efficacy, and alternatives on negotiated outcomes. International Journal of Conflict Management, 7, 121-138.
5. Cuddy, A.J.C., Fiske, S.T., & Glick, P. (2008). Warmth and competence as universal dimensions of social perception: The stereotype content model and the BIAS map. Advances in Experimental Social Psychology, 40, 61-149.
6. Cuddy, A.J.C., Fiske, S.T., Kwan, V.S.Y., Glick, P., Demoulin, S.P., Leyens, J.-P.,et al.(2009). Stereotype content model across cultures: Towards universal similarities and some differences. British Journal of Social Psychology,48, 1-33.
7. Darley, J.M., & Fazio, R.H. (1980). Expectancy confirmation processes arising in the social interaction sequence. American Psychologist, 35, 867-881.
8. de Dreu, C.K.W. (2003). Time pressure and closing of the mind in negotiation. Organizational Behavior and Human Decision Processes, 91, 280-295.
9. de Dreu, C.K.W., Koole, S.L., & Oldersma, F.L. (1999). On the seizing and freezing of negotiator inferences: Need for cognitive closure moderates the use of heuristics in negotiation. Personality and Social Psychology Bulletin, 25, 348-362.
10. de Dreu, C.K.W., Koole, S.L., & Steinel, W. (2000). Unfixing the fixed-pie: A motivated information processing approach to integrative negotiation. Journal of Personality and Social Psychology, 79, 975-987.
11. de Dreu, C.K.W., Yzerbyt, V.Y., & Leyens, J-P. (1995). Dilution of stereotype-based cooperation in mixed-motive interdependence. Journal of Experimental Social Psychology, 31, 575-593.
12. Demoulin, S. (2009). Emotional misunderstandings in intergroup negotiations. In S. Demoulin, J-Ph. Leyens, & J. F. Dovidio (Eds.), Intergroup misunderstandings: Impact of divergent social realities. New York: Psychology Press.
13. Demoulin, S., Jacques, H., de Dreu, C.K.W., Corneille, O., & van Kleef, G. (2009). The detrimental effect of anger expressions in intergroup negotiation settings. Unpublished Manuscript.
14. Deutsch, M. (1973). The resolution of conflict. New Haven, CT: Yale University Press.
15. Diekmann, K.A., Tenbrunsel, A.E., & Galinsky, A.D. (2003). From self-prediction to self-defeat: Behavioral forecasting, self-fulfilling prophecies, and the effect of competitive expectations. Journal of Personality and Social Psychology, 85, 672-683.
16. Dreher, G.F., Dougherty, T.W., & Whitely, W. (1989). Influence tactics and salary attainment: A gender specific analysis. Sex Roles, 20, 535-550.
17. Epley, N., Keysar, B., Van Boven, L., & Gilovich, T. (2004). Perspective taking as egocentric anchoring and adjustment. Journal of Personality and Social Psychology, 87, 327-339.
18. Fiske, S.T. (1998). Stereotyping, prejudice, and discrimination. In D. T. Gilbert, S. T. Fiske, & G. Lindzey (Eds.), The handbook of social psychology(4th ed., Vol. 2, pp. 357-411). New York: McGraw-Hill.
19. Fiske, S.T., Cuddy A. J. C., Glick, P., & Xu, J. (2002). A model of (often mixed) stereotype content: Competence and warmth respectively follow from perceived status and competition. Journal of Personality and Social Psychology,82, 878-902.
20. Fiske, S.T., Xu, J., Cuddy, A.J.C., & Glick, P. (1999). (Dis)respecting versus (dis)liking: Status and interdependence predict ambivalent stereotypes of competence and warmth. Journal of Social Issues, 55, 473-490.
21. Galinsky, A.D., & Mussweiler, T. (2001). First offers as anchors: The role of perspective-taking and negotiator focus. Journal of Personality and Social Psychology,81, 657-669.
22. Galinsky, A.D., Mussweiler, T., & Medvec, V.H. (2002). Disconnecting outcomes and evaluations: The role of negotiator focus. Journal of Personality and Social Psychology,83, 1131-1140.
23. Gist, M.E., Stevens, C.K., & Bavetta, A.G. (1991). Effects of self-efficacy on post-training intervention on the acquisition and maintenance of complex interpersonal skills. Personnel Psychology, 44, 837-861.
24. Harinck, F., de Dreu, C.K.W., & Van Vianen, A.E.M. (2000). The impact of conflict issues on fixed-pie perceptions, problem solving, and integrative outcomes in negotiations. Organizational Behavior and Human Decision Processes, 81, 329-358.
25. Judd, C.M., James-Hawkins, L., Yzerbyt, V.Y., & Kashima, Y. (2005). Fundamental dimensions of social judgment: Understanding the relations between judgments of competence and warmth. Journal of Personality and Social Psychology, 89, 899-913.
26. Kaman, V.S., & Hartel, C.E.J. (1994). Gender differences in anticipated pay negotiation strategies and outcomes. Journal of Business and Psychology, 9, 183-197.
27. Kervyn, N.O., Yzerbyt, V.Y., Demoulin, S., & Judd, C. (2008). Competence and warmth in context: The compensatory nature of stereotypic views of national groups. European Journal of Social Psychology, 38, 1175-1183.
28. Kray, L.J., Reb, J., Galinsky, A.D., & Thompson, L. (2004). Stereotype reactance at the bargaining table: The effect of stereotype activation and power on claiming and creating value. Personality and Social Psychology Bulletin,30, 399-411.
29. Kray, L.J., Thompson, L., & Galinsky, A. (2001). Battle of the sexes: Gender stereotype confirmation and reactance in negotiations. Journal of Personality and Social Psychology,80, 942-958.
30. Lax, D.A., & Sebenius, J.K. (1986). Interests - The measure of negotiation. Negotiation Journal: On the Process of Dispute Settlement, 2, 73-92.
31. Lewicki, R.J., Saunders, D.M., & Barry, B. (2006). Negotiation (5th ed.). New York: McGraw-Hill/Irwin.
32. Mackie, D.M., Devos, T., & Smith, E.R. (2000). Intergroup emotions: Explaining offensive action tendencies in an intergroup context. Journal of Personality and Social Psychology, 79, 602-616.
33. Macrae, C.N., Bodenhausen, G.V., & Milne, A.B. (1995). The dissection of selection in person perception - inhibitory processes in social stereotyping. Journal of Personality and Social Psychology,69, 397-407.
34. Macrae, C.N., Quinn, K.A., Mason, M.F., & Quadflieg, S. (2005). Understanding others: The face and person construal. Journal of Personality and Social Psychology, 89, 686-695.
35. Morton, T.A., Postmes, T., & Jetten, J. (2007). Playing the game: When group success is more important than downgrading deviants. European Journal of Social Psychology, 37, 599-616.
36. Pinkley, R.L., Griffith, T.L., & Northcraft, G.B. (1995). 'Fixed-pie' à la mode: Information availability, information processing, and the negotiation of suboptimal agreements. Organizational Behavior and Human Decision Processes, 62, 101-112.
37. Quiamzade, A., & L'Huillier, J-P. (2009). Herding by attribution of privileged information. Journal of Behavioral Decision Making,22,1-19.
38. Robbins, J.M., & Krueger, J.I. (2005). Social projection to ingroups and outgroups: A review and meta-analysis. Personality and Social Psychology Review, 9, 32-47.
39. Rosenberg, S., Nelson, C., & Vivekananthan, P.S. (1968). A multidimensional approach to the structure of personality impressions. Journal of Personality and Social Psychology, 9, 283-294.
40. Schelling, T.C. (1960). The strategy of conflict. Cambridge, MA: Harvard University Press.
41. Teixeira, C.P., Demoulin, S., & Yzerbyt, V.Y. (in press). Choosing the best means to an end: The influence of ingroup goals on the selection of representatives in intergroup negotiations. Journal of Experimental Social Psychology.
42. Thompson, L. (1990). An examination of naï-ve and experienced negotiators. Journal of Personality and Social Psychology, 59, 82-90.
43. Thompson, L. (1991). Information exchange in negotiation. Journal of Experimental Social Psychology, 27, 161-179.
44. Thompson, L. (2009). The mind and the heart of the negotiator (4th ed.). New Jersey: Pearson Education Inc.
45. Thompson, L., & DeHarpport, T. (1994). Social judgment, feedback, and interpersonal learning in negotiation. Organizational Behavior and Human Decision Processes, 58, 327-345.
46. Thompson, L., & Hastie, R. (1990). Social perception in negotiation. Organizational Behavior and Human Decision Processes, 47, 98-123.
47. Turner, J.C. (1987). A self-categorisation theory. In J. C. Turner, M. A. Hogg, P. H. Oakes, S. D. Reicher & P. Wetherell (Eds.), Rediscovering the social group: A self-categorisation theory (pp. 42-67). Oxford: Blackwell.
48. Tversky, A., & Kahneman, D. (1974). Judgment under uncertainty: Heuristics and biases. Science, 185, 1124-1131.
49. Van Boven, L., Dunning, D., & Loewenstein, G. (2000). Egocentric empathy gaps between owners and buyers: Misperceptions of the endowment effect. Journal of Personality and Social Psychology, 79, 66-76.
50. Van Kleef, G.A., De Dreu, C.K.W., & Manstead, A.S.R. (2004a). The interpersonal effects of anger and happiness in negotiations. Journal of Personality and Social Psychology,86(1), 57-76.
51. Van Kleef, G.A., De Dreu, C.K.W., & Manstead, A.S.R. (2004b). The interpersonal effects of emotions in negotiations: A motivated information processing approach. Journal of Personality and Social Psychology, 87(4), 510-528.
52. Wojciszke, B. (2005). Morality and competence in person and self-perception. European Review of Social Psychology, 16, 155-188.
53. Yoon, K., & Hollingshead, A.B. (2010). Cultural stereotyping, convergent expectations, and performance in cross-cultural collaborations. Social Psychological and Personality Science, 1, 160-167.
54. Yzerbyt, V.Y., & Demoulin, S. (2010). Intergroup relations. In D. T. Gilbert, S. T. Fiske, & G. Lindzey (Eds.), The handbook of social psychology (5th ed). New York: McGraw-Hill.
55. Yzerbyt, V.Y., Dumont, M., Wigboldus, D., & Gordijn, E.H. (2003). I feel for us: The impact of categorization and identification on emotions and action tendencies. British Journal of Social Psychology, 42, 533-549.