Publication Type: Conference Paper/Unpublished Manuscript
Review Method: Peer Reviewed
Abstract: This paper examines the relation between shared cognition and shared social identity, and the influence of these two variables on negotiation productivity. Three studies showed that both shared cognition and identification with an overarching group are associated with better negotiation outcomes. Moreover, clear links exist between the development of shared cognition and shared identity (Study 1). Stronger identification before negotiation was associated with the development of shared cognition during negotiation (Study 2). Conversely, a direct manipulation of shared cognition resulted in greater identification (Study 3). Thus, as predicted by self-categorization theory, shared social identity can be both the product of, and precursor to, the development of shared cognition (Turner, 1991), with communication functioning as the interface between the two.