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Query: faculty: "FMG" and publication year: "2012"

AuthorsH. Aaldering, C.K.W. de Dreu
TitleWhy hawks fly higher than doves: intragroup conflict in representative negotiation
JournalGroup Processes & Intergroup Relations
Volume15
Year2012
Issue6
Pages713-724
ISSN13684302
FacultyFaculty of Social and Behavioural Sciences
Institute/dept.FMG: Psychology Research Institute
AbstractIntergroup conflicts are often regulated by negotiating group representatives, who are influenced by constituent pressures. We examined how within-constituent disagreement influences representative negotiations. In a 2 × 2 experiment, the majority of constituents was either hawkish or dovish vis-à-vis the out-group, and the minority had either low or high status. After being exposed to constituent voice, representatives negotiated in a multi-issue task with integrative potential. Results showed that representatives reached more integrative agreements when the constituent majority was dovish rather than hawkish, but only when the hawkish minority had low rather than high status; when the hawkish minority had high status, representatives reached suboptimal agreements equal to those reached when the constituent majority was hawkish. Additional results showed that under these circumstances, representatives perceived the cooperativeness of their constituency as highest and also had the most trust that the constituency would approve of the agreement. Implications are discussed for theory on intergroup relations, (representative) negotiation, and conflict resolution.
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