Representative Negotiation as Bottom-up Influence in Intergroup Competition and Cooperation
09 / 2010 - 08 / 2014
To enable sound diagnosis, training and advice, this project takes a multi-level/multi-function perspective on representative negotiation in inter-group conflict in policy and industry. Three core outcomes – (a) the development of creative agreements, (b) within-constituency conflict and consensus, and (c) inter-group perceptions and hostility – are considered to depend on (1) the representative’s individual-level cognition, affect, and motivation, (2) within-constituency dynamics, and (3) the broader inter-group relations. In this project specific hypotheses will be tested using experiments. Results will be communicated in academic and professional publications and will serve as input for training and development programs.