Negotiating as a Group Representative: Constraints and Opportunities

Druckman, Daniel (2014) Negotiating as a Group Representative: Constraints and Opportunities. International Negotiation, 20 1: 25-40. doi:10.1163/15718069-12341295

Author Druckman, Daniel
Title Negotiating as a Group Representative: Constraints and Opportunities
Journal name International Negotiation   Check publisher's open access policy
ISSN 1382-340X
Publication date 2014-01-01
Sub-type Article (original research)
DOI 10.1163/15718069-12341295
Open Access Status Not yet assessed
Volume 20
Issue 1
Start page 25
End page 40
Total pages 16
Place of publication Leiden, The Netherlands
Publisher Brill Nijhoff
Language eng
Formatted abstract
Research on negotiating representatives has been a popular topic since the 1960s. The early experimental studies revealed a variety of situational influences on the decisions made by representatives. Construed as constraints, these variables are shown to move negotiating processes in the direction of agreement or impasse. More recent research extends the portfolio of influences by examining the roles of trust, immoral behavior, group status, and divided constituencies. Of particular interest is the finding that hawkish constituents have more influence on representatives than dovish constituents. The effect is, however, weaker when the hawks have low group status. It is also weakened when representatives are primed to have a pro-social orientation. Another recent line of research focuses on collective representation and shows how several features of constituencies influence those decisions. The article concludes with a summary of key findings and a suggestion for bridging the behavioral and interpretative traditions of scholarship on representation.
Keyword Divided constituencies
Identity theory
Situational influences
Boundary roles
Negotiating representatives
Collective actors
Q-Index Code C1
Q-Index Status Provisional Code
Institutional Status Non-UQ

Document type: Journal Article
Sub-type: Article (original research)
Collections: Non HERDC
School of Political Science and International Studies Publications
Version Filter Type
Citation counts: TR Web of Science Citation Count  Cited 1 times in Thomson Reuters Web of Science Article | Citations
Scopus Citation Count Cited 1 times in Scopus Article | Citations
Google Scholar Search Google Scholar
Created: Mon, 13 Apr 2015, 03:52:50 EST by Bronwyn Clare Crook on behalf of School of Political Science & Internat'l Studies