Choosing the best means to an end: The influence of ingroup goals on representative selection for intergroup negotiations
(2009) V PhD Meeting in Social and Organizational Psychology — Location: Lisbon (28.May.2009)
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- Abstract
- One decision that a group has to make before negotiating is to choose its representative. We propose that the selection of an ingroup representative may depend upon the group’s main goal in the negotiation. Following the contextual-functional model of differentiation (eg. Scheepers et al., 2002) as well as literature on negotiation and conflict resolution (Druckman et al., 1988; Kelman, 2006) we suggest that groups involved in negotiations can have two types of goals: instrumental and identity goals. Identity goals relate to strategies directed towards the maintenance of a positive social identity whereas instrumental goals are concerned with the division of resources and can imply a stronger focus on ways to influence the other party. In the present studies, we show that these goals influence the choice of a group’s representative. We do this by manipulating the group’s goals as well as the level of prototypicality of the potential representatives. When choosing a representative, groups with instrumental goals prefer a pro-norm deviant member. This pattern reverses when the intergroup situation is salient. In contrast, groups with identity goals favour more moderate, normative ingroup members, independently of the context in which the choice is made. Results are discussed in terms of social identity and self-categorization theories.
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Pinto Teixeira, C. N. (2009). Choosing the best means to an end: The influence of ingroup goals on representative selection for intergroup negotiations. V PhD Meeting in Social and Organizational Psychology, Lisbon. https://hdl.handle.net/2078.5/41389