Intergroup conflict presents a complicated situation, in which resolution success depends largely on representative negotiators' motivation to process large quantities of information. Four intergroup negotiation experiments demonstrate that such information processing motivation is shaped by the...

How does a representative's position in the group influence behavior in intergroup negotiation? Applying insights from social identity theory, the effects of group member prototypicality, process accountability, and group attractiveness on competitiveness in intergroup bargaining were...

In a computer-mediated negotiation experiment (N = 107), it is investigated how and why intragroup characteristics, such as a competitive or cooperative group norm and a negotiator's standing within the own constituent group, interplay with personality to influence the behavior of a group...

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...