van Kleef, van Kleef, G.A.; Steinel, Steinel, W.; van … - Erasmus Research Institute of Management (ERIM), … - 2006
How does a representative's position in the group influence behaviour in intergroup negotiation? Applying insights from the social identity approach (specifically self-categorization theory), the effects of group member prototypicality, accountability, and group attractiveness on competitiveness...
