1. //
  2. Start
  3. //
  4. Publikationen
  5. When yielding pieces of the pie is not a...
  6. Formate
  7. //

When yielding pieces of the pie is not a piece of cake: Identity-based intergroup effects in negotiations

Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet

Standard

When yielding pieces of the pie is not a piece of cake : Identity-based intergroup effects in negotiations. / Trötschel, Roman; Hüffmeier, Joachim; Loschelder, David.

in: Group Processes & Intergroup Relations, Jahrgang 13, Nr. 6, 11.2010, S. 741-763.

Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet

Harvard

Trötschel, R, Hüffmeier, J & Loschelder, D 2010, 'When yielding pieces of the pie is not a piece of cake: Identity-based intergroup effects in negotiations', Group Processes & Intergroup Relations, Jg. 13, Nr. 6, S. 741-763. https://doi.org/10.1177/1368430210374608

APA

Trötschel, R., Hüffmeier, J., & Loschelder, D. (2010). When yielding pieces of the pie is not a piece of cake: Identity-based intergroup effects in negotiations. Group Processes & Intergroup Relations, 13(6), 741-763. https://doi.org/10.1177/1368430210374608

Vancouver

Trötschel R, Hüffmeier J, Loschelder D. When yielding pieces of the pie is not a piece of cake: Identity-based intergroup effects in negotiations. Group Processes & Intergroup Relations. 2010 Nov;13(6):741-763. doi: 10.1177/1368430210374608

Bibtex

@article{914b1233f80f40ca95bb99c08d87c4b4,
title = "When yielding pieces of the pie is not a piece of cake: Identity-based intergroup effects in negotiations",
abstract = "The present research intends to shed light on an identity-based intergroup effect in negotiations by demonstrating that the mere perception of the negotiation as an instance of intergroup interaction suffices to impair the negotiation process and to deteriorate its outcomes. It was predicted that negotiators{\textquoteright} salient group identities increase their competitive perceptions, reduce their concession behavior, and consequently lead to inferior negotiation outcomes. Study 1 revealed that solo negotiators with salient group identities achieved lower joint outcomes than negotiators with salient individual identities. Study 2 systematically explored the underlying mechanisms of this identity-based intergroup effect by analyzing negotiators{\textquoteright} concession-making behaviors over the course of the negotiation. The results of the second experiment replicate the findings of the first study and further show that the detrimental effect of an identity-based intergroup context will occur in distributive as well as integrative negotiations. The findings of the present research are discussed with respect to their contribution to future research on intergroup negotiation. ",
keywords = "Psychology, concession making, discontinuity effect, distributive and integrative negotiation, intergroup behaviour, social identity",
author = "Roman Tr{\"o}tschel and Joachim H{\"u}ffmeier and David Loschelder",
year = "2010",
month = nov,
doi = "10.1177/1368430210374608",
language = "English",
volume = "13",
pages = "741--763",
journal = "Group Processes & Intergroup Relations",
issn = "1368-4302",
publisher = "SAGE Publications Inc.",
number = "6",

}

RIS

TY - JOUR

T1 - When yielding pieces of the pie is not a piece of cake

T2 - Identity-based intergroup effects in negotiations

AU - Trötschel, Roman

AU - Hüffmeier, Joachim

AU - Loschelder, David

PY - 2010/11

Y1 - 2010/11

N2 - The present research intends to shed light on an identity-based intergroup effect in negotiations by demonstrating that the mere perception of the negotiation as an instance of intergroup interaction suffices to impair the negotiation process and to deteriorate its outcomes. It was predicted that negotiators’ salient group identities increase their competitive perceptions, reduce their concession behavior, and consequently lead to inferior negotiation outcomes. Study 1 revealed that solo negotiators with salient group identities achieved lower joint outcomes than negotiators with salient individual identities. Study 2 systematically explored the underlying mechanisms of this identity-based intergroup effect by analyzing negotiators’ concession-making behaviors over the course of the negotiation. The results of the second experiment replicate the findings of the first study and further show that the detrimental effect of an identity-based intergroup context will occur in distributive as well as integrative negotiations. The findings of the present research are discussed with respect to their contribution to future research on intergroup negotiation.

AB - The present research intends to shed light on an identity-based intergroup effect in negotiations by demonstrating that the mere perception of the negotiation as an instance of intergroup interaction suffices to impair the negotiation process and to deteriorate its outcomes. It was predicted that negotiators’ salient group identities increase their competitive perceptions, reduce their concession behavior, and consequently lead to inferior negotiation outcomes. Study 1 revealed that solo negotiators with salient group identities achieved lower joint outcomes than negotiators with salient individual identities. Study 2 systematically explored the underlying mechanisms of this identity-based intergroup effect by analyzing negotiators’ concession-making behaviors over the course of the negotiation. The results of the second experiment replicate the findings of the first study and further show that the detrimental effect of an identity-based intergroup context will occur in distributive as well as integrative negotiations. The findings of the present research are discussed with respect to their contribution to future research on intergroup negotiation.

KW - Psychology

KW - concession making

KW - discontinuity effect

KW - distributive and integrative negotiation

KW - intergroup behaviour

KW - social identity

UR - http://www.scopus.com/inward/record.url?scp=78049384847&partnerID=8YFLogxK

U2 - 10.1177/1368430210374608

DO - 10.1177/1368430210374608

M3 - Journal articles

VL - 13

SP - 741

EP - 763

JO - Group Processes & Intergroup Relations

JF - Group Processes & Intergroup Relations

SN - 1368-4302

IS - 6

ER -

In der gleichen Zeitschrift

Empathy as a motivator of dyadic helping across group boundaries: The dis-inhibiting effect of the recipient’s perceived benevolence

Lotz-Schmitt, K., Siem, B. & Stürmer, S., 01.03.2017, in: Group Processes and Intergroup Relations. 20, 2, S. 233-259 27 S.

Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet

The risk of male success and failure: How performance outcomes along with a high-status identity affect gender identification, risk behavior, and self-esteem

Reinhard, M. A., Schindler, S. & Stahlberg, D., 03.2014, in: Group Processes and Intergroup Relations. 17, 2, S. 200-220 21 S.

Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet

Overcoming the competitiveness of an intergroup context: Third-party intervention in intergroup negotiations

Loschelder, D. & Trötschel, R., 11.2010, in: Group Processes & Intergroup Relations. 13, 6, S. 795-815 21 S.

Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet

Meeting recipients' needs in dyadic cross-group helping: When the nature of the helper's motivation matters

Siem, B. & Stürmer, S., 11.2012, in: Group Processes and Intergroup Relations. 15, 6, S. 762-775 14 S.

Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet

Weitere Publikationen dieser Person(en)

Addressing climate change with behavioral science: A global intervention tournament in 63 countries

Vlasceanu, M., Doell, K. C., Bak-Coleman, J. B., Todorova, B., Berkebile-Weinberg, M. M., Grayson, S. J., Patel, Y., Goldwert, D., Pei, Y., Chakroff, A., Pronizius, E., Broek, K. L. V. D., Vlasceanu, D., Constantino, S., Morais, M. J., Schumann, P., Rathje, S., Fang, K., Aglioti, S. M., Alfano, M., Alvarado-Yepez, A. J., Andersen, A., Anseel, F., Apps, M. A. J., Asadli, C., Awuor, F. J., Azevedo, F., Basaglia, P., Bélanger, J. J., Berger, S., Bertin, P., Białek, M., Bialobrzeska, O., Blaya-Burgo, M., Bleize, D. N. M., Bø, S., Boecker, L., Boggio, P. S., Borau, S., Bos, B., Bouguettaya, A., Brauer, M., Brick, C., Brik, T., Briker, R., Brosch, T., Buchel, O., Buonauro, D., Butalia, R., Carvacho, H., Chamberlain, S. A. E., Chan, H-Y., Chow, D., Chung, D., Cian, L., Cohen-Eick, N., Contreras-Huerta, L. S., Contu, D., Cristea, V., Cutler, J., D'Ottone, S., Keersmaecker, J. D., Delcourt, S., Delouvée, S., Diel, K., Douglas, B. D., Drupp, M. A., Dubey, S., Ekmanis, J., Elbaek, C. T., Elsherif, M., Engelhard, I. M., Escher, Y. A., Etienne, T. W., Farage, L., Farias, A. R., Feuerriegel, S., Findor, A., Freira, L., Friese, M., Gains, N. P., Gallyamova, A., Geiger, S. J., Genschow, O., Gjoneska, B., Gkinopoulos, T., Goldberg, B., Goldenberg, A., Gradidge, S., Grassini, S., Gray, K., Grelle, S., Griffin, S. M., Grigoryan, L., Grigoryan, A., Grigoryev, D., Gruber, J., Guilaran, J., Hadar, B., Hahnel, U. J. J., Halperin, E., Harvey, A. J., Haugestad, C. A. P., Herman, A. M., Hershfield, H. E., Himichi, T., Hine, D. W., Hofmann, W., Howe, L., Huaman-Chulluncuy, E. T., Huang, G., Ishii, T., Ito, A., Jia, F., Jost, J. T., Jovanović, V., Jurgiel, D., Kácha, O., Kankaanpää, R., Kantorowicz, J., Kantorowicz-Reznichenko, E., Mintz, K. K., Kaya, I., Kaya, O., Khachatryan, N., Klas, A., Klein, C., Klöckner, C. A., Koppel, L., Kosachenko, A. I., Kothe, E. J., Krebs, R., Krosch, A. R., Krouwel, A. P. M., Kyrychenko, Y., Lagomarsino, M., Lamm, C., Lange, F., Cunningham, J. L., Lees, J., Leung, T. Y., Levy, N., Lockwood, P. L., Longoni, C., Ortega, A. L., Loschelder, D. D., Lu, J. G., Luo, Y., Luomba, J., Lutz, A. E., Majer, J. M., Markowitz, E., Marsh, A. A., Mascarenhas, K. L., Mbilingi, B., Mbungu, W., McHugh, C., Meijers, M. H. C., Mercier, H., Mhagama, F. L., Michalakis, K., Mikus, N., Milliron, S., Mitkidis, P., Monge-Rodríguez, F. S., Mora, Y. L., Moreau, D., Motoki, K., Moyano, M., Mus, M., Navajas, J., Nguyen, T. L., Nguyen, D. M., Nguyen, T., Niemi, L., Nijssen, S. R. R., Nilsonne, G., Nitschke, J. P., Nockur, L., Okura, R., Öner, S., Özdoğru, A. A., Palumbo, H., Panagopoulos, C., Panasiti, M. S., Pärnamets, P., Paruzel-Czachura, M., Pavlov, Y. G., Payán-Gómez, C., Pearson, A. R., Costa, L. P. D., Petrowsky, H. M., Pfattheicher, S., Pham, N. T., Ponizovskiy, V., Pretus, C., Rêgo, G. G., Reimann, R., Rhoads, S. A., Riano-Moreno, J., Richter, I., Röer, J. P., Rosa-Sullivan, J., Ross, R. M., Sabherwal, A., Saito, T., Sarrasin, O., Say, N., Schmid, K., Schmitt, M. T., Schoenegger, P., Scholz, C., Schug, M. G., Schulreich, S., Shreedhar, G., Shuman, E., Sivan, S., Sjåstad, H., Soliman, M., Soud, K., Spampatti, T., Sparkman, G., Spasovski, O., Stanley, S. K., Stern, J. A., Strahm, N., Suko, Y., Sul, S., Syropoulos, S., Taylor, N. C., Tedaldi, E., Tinghög, G., Huynh, L. D. T., Travaglino, G. A., Tsakiris, M., Tüter, İ., Tyrala, M., Uluğ, Ö. M., Urbanek, A., Valko, D., Linden, S. V. D., Schie, K. V., Stekelenburg, A. V., Vanags, E., Västfjäll, D., Vesely, S., Vintr, J., Vranka, M., Wanguche, P. O., Willer, R., Wojcik, A. D., Xu, R., Yadav, A., Zawisza, M., Zhao, X., Zhao, J., Żuk, D. & Bavel, J. J. V., 09.02.2024, in: Science Advances. 10, 6, 19 S., eadj5778.

Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet

A meta‐analysis on the effects of just‐below versus round prices

Troll, E. S., Frankenbach, J., Friese, M. & Loschelder, D. D., 21.05.2023, (Elektronische Veröffentlichung vor Drucklegung) in: Journal of Consumer Psychology. 27 S.

Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet

Expanding the pie or spoiling the cake? How the number of negotiation issues affects integrative bargaining

Warsitzka, M., Zhang, H., Beersma, B., Freund, P. A. & Trötschel, R., 2023, (Angenommen/Im Druck) in: Journal of Applied Psychology.

Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet

Nine Degrees of Uncertainty in Negotiations

Schauer, M., Majer, J. M. & Trötschel, R., 01.05.2023, in: Negotiation Journal. 39, 2, S. 207-228 22 S.

Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet

Present generation’s negotiators realize their interests at the cost of future generations

Treek, M., Majer, J. M., Zhang, H., Zhang, K. & Trötschel, R., 01.11.2023, in: Journal of Environmental Psychology. 91, 102126.

Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet

DOI