Shared cognition as a product of, and precursor to, shared identity in negotiations.

@article{Swaab2007SharedCA,
  title={Shared cognition as a product of, and precursor to, shared identity in negotiations.},
  author={Roderick I. Swaab and Tom Postmes and Ilja van Beest and Russell Spears},
  journal={Personality & social psychology bulletin},
  year={2007},
  volume={33 2},
  pages={
          187-99
        }
}
Three studies examined the hypothesis that shared cognition and group identification can be each other's catalysts as well as driving forces behind multiparty negotiation outcomes that might not otherwise be realized. Experiment 1 demonstrates that clear links exist between communication, the development of shared cognition and group identification, and integrative outcomes. The subsequent experiments isolated the causal directions of these links. Experiment 2 showed that stronger group… CONTINUE READING

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