When Constituencies Speak in Multiple Tongues : The Relative Persuasiveness of Hawkish Minorities in Representative Negotiation
In three experiments, we examined how people negotiate on behalf of a constituency in which opposing factions send different signals. Participants negotiated as sellers on behalf of a group consisting of factions that favored either a cooperative or a competitive negotiation. Experiment 1 (N = 61) showed that representative follow the majority of their constituents, yet competitive (but not cooperative) minorities could challenge the majority's influence. Experiment 2 (N = 132) replicated this finding across different decision rule conditions. Competitive minorities were influential, no matter whether the group would decide unanimously or with majority vote. Experiment 3 (N = 87) showed that competitive members had more influence than cooperative members, even when factions were equally large. We conclude that the influence of a minority faction in intergroup negotiation depends on the specific content of the faction's message, and its strategic implications. We discuss implications for negotiation research and intergroup theories
Year of publication: |
2007
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Authors: | Steinel, Wolfgang ; De Dreu, Carsten K. W. ; Ouwehand, Elsje ; Ramírez-Marín, Jimena |
Publisher: |
[S.l.] : SSRN |
Saved in:
freely available
Extent: | 1 Online-Ressource (36 p) |
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Series: | |
Type of publication: | Book / Working Paper |
Language: | English |
Notes: | Nach Informationen von SSRN wurde die ursprüngliche Fassung des Dokuments 2007 erstellt |
Other identifiers: | 10.2139/ssrn.1031681 [DOI] |
Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10014222553
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