Identity formation in multiparty negotiations

Authors: Swaab, Roderick I.1; Postmes, Tom2; Spears, Russell3

Source: British Journal of Social Psychology, Volume 47, Number 1, March 2008 , pp. 167-187(21)

Publisher: British Psychological Society

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Abstract:

Based on the recently proposed Interactive Model of Identity Formation, we examine how top-down deductive and bottom-up inductive identity formations influence intentions and behaviour in multiparty negotiations. Results show that a shared identity can be deduced from the social context through recognition of superordinate similarities. However, shared identities can also be induced by intragroup processes in which individuals get acquainted with one another on an interpersonal basis. Both top-down and bottom-up processes led to the formation of a sense of shared identity, and this in turn exerted a positive influence on behavioural intentions and actual behaviour in multiparty negotiations.

Document Type: Research article

DOI: 10.1348/014466607X216124

Affiliations: 1: Kellogg School of Management, Northwestern University, USA 2: School of Psychology, University of Exeter, UK 3: Russell Spears, Department of Psychology, Cardiff University, UK

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