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- W2030362802 abstract "Social categorization is a powerful determinant of social behavior. As group membership becomes salient, individuals come to behave as group members and, consequently, appraise interactions according to these salient group identities (Turner, 1987). The aim of the present article is to investigate the impact of social categorization on perceptions and appraisals of a distributive negotiation situation. An experiment is presented in which social categorization of the negotiation partner is manipulated. Results revealed that the social structural factors associated with the partner’s group (i.e. social status and group’s competition) influence fixed-pie perceptions as well as participants’ inferences about their counterpart’s target and resistance points. In addition, these effects are mediated by stereotypical evaluations of the counterpart in terms of warmth and competence, respectively." @default.
- W2030362802 created "2016-06-24" @default.
- W2030362802 creator A5047181033 @default.
- W2030362802 creator A5067017273 @default.
- W2030362802 date "2010-10-28" @default.
- W2030362802 modified "2023-09-23" @default.
- W2030362802 title "Social categorization in interpersonal negotiation: How social structural factors shape negotiations" @default.
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- W2030362802 doi "https://doi.org/10.1177/1368430210376636" @default.
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