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Related Experiment Videos

Identity formation in multiparty negotiations.

Roderick I Swaab1, Tom Postmes, Russell Spears

  • 1Kellogg School of Management, Northwestern University, USA. riswaab@kellog.north-western.edu

The British Journal of Social Psychology
|June 26, 2007
PubMed
Summary
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This study explores how shared identity forms in multiparty negotiations. Both top-down and bottom-up identity formation processes positively influence negotiation intentions and behavior.

Area of Science:

  • Social Psychology
  • Negotiation Studies
  • Organizational Behavior

Background:

  • The Interactive Model of Identity Formation provides a framework for understanding identity development.
  • Multiparty negotiations involve complex social dynamics and identity considerations.

Purpose of the Study:

  • To investigate the influence of top-down deductive and bottom-up inductive identity formation on multiparty negotiation intentions and behavior.
  • To examine how shared identity is formed through social context recognition and intragroup processes.

Main Methods:

  • Utilized the Interactive Model of Identity Formation as a theoretical basis.
  • Examined deductive (top-down) and inductive (bottom-up) identity formation processes.
  • Assessed the impact of shared identity on negotiation intentions and behavior.

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Main Results:

  • A shared identity can be deduced from recognizing superordinate similarities in the social context (top-down).
  • Shared identities can also be induced through interpersonal acquaintance within intragroup processes (bottom-up).
  • Both formation pathways positively influenced behavioral intentions and actual behavior in multiparty negotiations.

Conclusions:

  • Shared identity formation, whether top-down or bottom-up, is crucial for effective multiparty negotiations.
  • The Interactive Model of Identity Formation effectively explains identity dynamics in negotiation contexts.
  • Fostering shared identity can enhance negotiation outcomes by positively impacting intentions and behavior.