Emotional misunderstandings in intergroup negotiations

Intergroup Misunderstandings Impact of Divergent Social Realities

Volumn , Issue , 2013, Pages 331-344

  Demoulin, Stéphanie ^a  

^a UNIVERSITÉ CATHOLIQUE DE LOUVAIN   (Belgium)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84920718874     PISSN: None     EISSN: None     Source Type: Book    
DOI: 10.4324/9780203848814     Document Type: Chapter

References (46)

1. Axtell, R. E. (1991). Gestures: The do’s and taboos of body language around the world. New York: John Wiley and Sons.
2. Ayers, I. & Siegelman, P. (1995). Race and gender discrimination in bargaining for a new car. American Economic Review, 85, 304–321.
3. Barry, B. (1999). The tactical use of emotion in negotiation. In R. J. Lewicki & B. H. Sheppard (Eds.), Research on negotiation in organizations (Vol. 7, pp. 93–121). Stamford, CT: JAI Press.
4. Brewer, M. B. (1979). In-group bias in the minimal intergroup situation: A cognitive-otivational analysis. Psychological Bulletin, 86, 307–324.
5. Brewer, M. B. (1981). Ethnocentrism and its role in interpersonal trust. In M. B. Brewer & B. E. Collins (Eds.), Scientific inquiry and the social sciences (pp. 214–231). San Francisco: Jossey-Bass.
6. Brewer, M. B. & Kramer, R. M. (1986). Choice behavior in social dilemmas: Effects of social identity, group size, and decision framing. Journal of Personality and Social Psychology, 50, 543–549.
7. Chaiken, S. & Trope, Y. (Eds). (1999). Dual process theories in social psychology. New York: Guilford Press.
8. Deal, J. J. (2000). Gender differences in the intentional use of information in competitive negotiations. Small Group Research, 31, 702–723.
9. Elfenbein, H. A. & Ambady, N. (2002b). Is there an in-group advantage in emotion recognition? Psychological Bulletin, 128, 243–249.
10. Fridlund, A. J. (1992). The behavioral ecology and sociality of human faces. Review of Personality and Social Psychology, 13, 90–121.
11. Friedman, H. S., Anderson, C., Brett, J., Olekalns, M., Goates, N., & Lisco, C. C. (2004). The positive and negative effects of anger on dispute resolution: Evidence from electronically mediated disputes. Journal of Applied Psychology, 89, 369–376.
12. Gaertner, S. L. & Dovidio, J. F. (2000). Reducing intergroup bias: The common ingroup identity model. Philadelphia, PA: Psychology Press.
13. Glick, P. & Fiske, S. T. (1996). The ambivalent sexism inventory: Differentiating hostile and benevolent sexism. Journal of Personality and Social Psychology, 70, 491–512.
14. Hogg, M. A. & Abrams, D. (Eds.) (2001). Intergroup relations: Essential readings. Philadelphia: Psychology Press.
15. Kelman, H. C. (2007). Israeli-Palestinian peace: Inching toward and looking beyond negotiations. Middle East Policy, 14, 29–40.
16. Kopelman, S., Rosette, A. S., & Thompson, L. (2006). The three faces of eve: Strategic displays of positive, negative, and neutral emotions in negotiations. Organizational Behavior and Human Decision Processes, 99, 81–101.
17. 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, 1044–1057.
18. Kramer, R. M., Shah, P. P., & Woerner, S. L. (1995). Why ultimatums fail: Social identity and moralistic aggression in coercive bargaining. In R. M. Kramer & D. M. Messick (Eds.), Negotiation as a social process (pp. 285–308). Thousand Oaks, CA: Sage.
19. Kray, L. & Babcock, L. (2006). Gender in negotiations: A motivated social cognitive analysis. In L. L. Thompson (Ed.), Negotiation theory and research (pp. 203–224). Madison, CT: Psychosocial Press.
20. Kumar, R. (1997). The role of affect in negotiations: An integrative overview. Journal of Applied Behavioral Science, 3, 84–100.
21. Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation. New York: McGraw Hill/Irwin.
22. Liebert, R. M., Smith, W. P., Hill, J. H., & Keiffer, M. (1968). The effects of information and magnitude of initial offer on interpersonal negotiation. Journal of Experimental Social Psychology, 4, 431–441.
23. Mackie, D. M., Gastardo-Conaco, M. C., & Skelly, J. J. (1992). Knowledge of the advocated position and the processing of in-group and out-group persuasive messages. Personality and Social Psychology Bulletin, 18, 145–151.
24. Mackie, D. M., Worth, L. T., & Asuncion, A. G. (1990). Processing of persuasive in-group messages. Journal of Personality and Social Psychology, 58, 812–822.
25. Oldmeadow, J. A., Platow, M. J., Foddy, M., & Anderson, D. (2003). Self-categorization, status, and social influence. Social Psychology Quarterly, 66, 138–144.
26. Ostrom, T. M. & Sedikides, C. (1992). Out-group homogeneity effect in natural and minimal groups. Psychological Bulletin, 112, 536–552.
27. Park, B., Judd, C. M., & Ryan, C. S. (1991). Social categorization and the representation of variability information. In W. Stroebe & M. Hewstone (Eds.), European review of social psychology (Vol. 2, pp. 211–245). Chichester, England: Wiley.
28. Pettigrew, T. F. (1979). The ultimate attribution error: Extending Allport’s cognitive analysis of prejudice. Personality and Social Psychology Bulletin, 5, 461–475.
29. Philippot, P. & Yabar, Y. (2005). Stereotyping and action tendencies attribution as function of available emotional information. European Journal of Social Psychology, 35, 517–536.
30. Pinkley, R. L. (1992). Dimensions of conflict frame: Relation to disputant perceptions and expectations. International Journal of Conflict Management, 3, 95–113.
31. Pruitt, D. G. (1981). Negotiation behavior. New York: Academic Press.
32. Pruitt, D. G. & Carnevale, P. J. (1993). Negotiation in social conflict. Buckingham, England: Open University Press.
33. Pruitt, D. G. & Syna, H. (1985). Mismatching the opponent’s offers in negotiation. Journal of Experimental Social Psychology, 21, 103–113.
34. Ross, L. (1977). The intuitive psychologist and his shortcomings: Distortions in the attribution process. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 10, pp. 174–221). New York: Academic Press.
35. Salacuse, J. W. (1998). Making deals in strange places: A beginner’s guide to international business negotiations. Negotiation Journal, 17, 311–332.
36. Sinaceur, M. & Tiedens, L. Z. (2006). Get mad and get more than even: When and why anger expression is effective in negotiations. Journal of Experimental Social Psychology, 42, 314–322.
37. Smith, E. R. & DeCoster, J. (2000). Dual-process models in social en cognitive psychology: Conceptual integration and links to underlying memory systems. Personality and Social Psychology Review, 4, 108–131.
38. Steinel, W., Van Kleef, G. A., & Harinck, F. (in press). Are you talking to me?! Separating the people from the problem when expressing emotions in negotiation. Journal of Experimental Social Psychology.
39. Tajfel, H., Billig, M., Bundy, R., & Flament, C. (1971). Social categorization and intergroup behaviour. European Journal of Social Psychology, 1, 149–178.
40. Turner, J. C., Hogg, M. A., Oakes, P. J., Reicher, S. D., & Wetherell, M. S. (1987). Rediscovering the social group: A self-categorization theory. Oxford: Blackwell.
41. Van Kleef, G. A. & Coté, S. (in press). Expressing anger in conflict: When it helps and when it hurts. Journal of Applied Psychology.
42. 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, 57–76.
43. Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004b). The interpersonal effects of anger and happiness in negotiations: A motivated information processing approach. Journal of Personality and Social Psychology, 87, 510–528.
44. Van Kleef, G. A., De Dreu, C. K. W., Pietroni, D., & Manstead, A. S. R. (2006). Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making. European Journal of Social Psychology, 36, 557–581.
45. White, P. H. & Harkins, S. G. (1994). Race of source effects in the elaboration likelihood model. Journal of Personality and Social Psychology, 67, 790–807.
46. Yukl, G. A. (1974). Effects of situational variables and opponent concessions on a bargainer’s perception, aspirations, and concessions. Journal of Experimental Social Psychology, 29, 227–236.