Identity formation in multiparty negotiations.
Based on the recently proposed Interactive Model of Identity Formation, we examine how top-down deductive and bottom-up inductive identity formations influence intentions and behaviour in multiparty negotiations. Results show that a shared identity can be deduced from the social context through recognition of superordinate similarities. However, shared identities can also be induced by intragroup processes in which individuals get acquainted with one another on an interpersonal basis. Both top-down and bottom-up processes led to the formation of a sense of shared identity, and this in turn exerted a positive influence on behavioural intentions and actual behaviour in multiparty negotiations.
Swaab
Roderick I
RI
Kellogg School of Management, Northwestern University, USA. riswaab@kellog.north-western.edu
Postmes
Tom
T
Spears
Russell
R
D000328:Adult; D005260:Female; D006801:Humans; D033182:Intention; D008297:Male; D017008:Negotiating; D012933:Social Identification