Mind and Heart of the Negotiator, Second Edition, The

Intergroup Negotiation

Individuals who represent different social groups often negotiate with members of other groups (see Deutsch 1973; Sherif 1936; Klar, Bar-Tal, and Kruglanski 1988). For example, members of a student council and university administrators, union and management negotiators, and groups of students from rival universities are all examples of intergroup negotiators.

Challenges of Intergroup Negotiations

Stereotyping

In intergroup negotiations, parties identify with their organization and often hold negative impressions about members of the other organizations (Kramer 1991; for reviews, see Stroebe, Kruglanski, Bar-Tal, and Hewstone 1988; Worchel and Austin 1986). For example, Tri-Color is considered by Film Gate to be rather traditional, ...