Bottom-up influences in representative negotiations: How representatives affect intra-inter group relations

In this dissertation, I systematically studied bottom up influences of representative negotiation processes on intra-intergroup relations and made three main conclusions. The first is that contrary to what representatives expect (Benton & Druckman, 1973), constituents do not justify ethically ambiguous negotiation tactics (even if it brings benefits) more than information sharing (even if it is costly) unless it is a threatening context such as in value conflicts. The second conclusion is that representatives cannot simply assume that they can sustain good intergroup relations by settling a satisfying agreement. In fact, what matters more for the intergroup relations is the negotiation process. A dignified negotiation process (cooperative communication) can improve intergroup relations regardless of the negotiation outcome. The third and last conclusion is that the positive effects of the outgroup representative's cooperation is bounded as his or her cooperativeness may backfire if the outgroup representative is a peripheral or highly competent member of his or her group.