'But I Thought We Were All on the Same Page' - Homogeneity Perceptions and Egocentric Bias in Negotiation Teams and Their Consequences for Intrateam Information Elaboration and Interteam Integrative Bargaining

14 Pages Posted: 1 Jul 2012

See all articles by Silke Buendgens

Silke Buendgens

University of Trier

Thomas Ellwart

University of Trier

Roman Troetschel

CAU University of Kiel

Date Written: June 15, 2012

Abstract

A frequent problem in negotiation teams is that members insufficiently elaborate and integrate different interests within the team. Building on theory and findings of diversity research, the present research proposes that perceived homogeneity within negotiation teams can explain their problem with interest elaboration and integration. Illuminating the path from perceived homogeneity to reduced information elaboration, the current research assumes homogeneity perceptions to induce a similarity mindset. This sensitivity to similarities increases individuals’ egocentric bias and thus their projection of own mental contents to other individuals. Therefore negotiation team members with homogeneity perceptions should assume their team colleagues to share their own interests and thus consider information exchange about team members’ interests as being less important. The resulting low information elaboration is expected to impair outcome quality in a subsequent representative negotiation as single team members cannot represent their whole team’s interests appropriately. Three studies provide first evidence for these predictions.

Suggested Citation

Buendgens, Silke and Ellwart, Thomas and Troetschel, Roman, 'But I Thought We Were All on the Same Page' - Homogeneity Perceptions and Egocentric Bias in Negotiation Teams and Their Consequences for Intrateam Information Elaboration and Interteam Integrative Bargaining (June 15, 2012). Intl. Association for Conflict Management, IACM 25th Annual Conference, Available at SSRN: https://ssrn.com/abstract=2084865 or http://dx.doi.org/10.2139/ssrn.2084865

Silke Buendgens (Contact Author)

University of Trier ( email )

15, Universitaetsring
Trier, 54286
Germany

Thomas Ellwart

University of Trier ( email )

15, Universitaetsring
Trier, 54286
Germany

Roman Troetschel

CAU University of Kiel ( email )

Olshausenstr. 40
Kiel, Schleswig-Holstein 24118
Germany
+49 0 431 880 1563 (Phone)
+49 0 431 880 2517 (Fax)

HOME PAGE: http://www.psychologie.uni-kiel.de/sozial/troetschel-en.html

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