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Personality and Social Psychology Bulletin, Vol. 28, No. 7, 887-899 (2002)

Social Identity and Negotiation: Subgroup Representation and Superordinate Consensus

Rachael A. Eggins

The Australian National University

S. Alexander Haslam

The University of Exeter

Katherine J. Reynolds

The Australian National University

Some models of conflict resolution propose that group membershipbe downplayed in negotiation because social categorizationleads to ingroup bias. Challenging this view, this article arguesthat social conflict occurs partly as a collective attempt to establisha positive and distinct social identity. Restoration of thisidentity should therefore be important to negotiating groups.Two interactive studies (Ns = 104, 195) tested the effects overtime of emphasizing identity-based group boundaries prior tonegotiation with another group. Results indicated that wheregroup members had the opportunity to interact with ingroupmembers (Study 1) or within a group (Study 2) prior to asuperordinate negotiation, they consistently identified more atthe subcategory level but were also more satisfied with the negotiationprocess. Evidence from the second study suggests that theseeffects were mediated by the development of a superordinateidentity.

Key Words: subgroup relations • superordinate identity • negotiation • subgroup representation


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