The Role of the Self-Concept and the Social Context in Determining the Behavior of Power Holders: SeIf-Construal in Intergroup Versus Dyadic Dispute Resolution Negotiations

• Published in: Journal of personality and social psychology 2007-10, Vol.93 (4), p.614
• Main Authors: Howard, Elizabeth Seeley, Gardner, Wendi L, Thompson, Leigh
• Format: Article
• Language: English
• Subjects: Behavior; Disputes; Motivation; Negotiations; Power; Self esteem; Studies
• ISSN: 0022-3514; 1939-1315

In this work, the authors explored how a person's view of himself or herself might determine his or her use of power in a complex dispute resolution negotiation. In 3 studies of asymmetric power in negotiations, the authors demonstrated that the impact of power on motivation and behavior is moderated by both a person's self-view and the social context. In Study 1, the results revealed that in a one-on-one dispute, powerful individuals primed to hold an interdependent (as opposed to independent) self-construal are more generous in resolving their disputes with low-powered opponents. Study 2 replicated this finding but revealed a different pattern in intergroup disputes, in which powerful interdependent teams of negotiators are actually less generous than are independent teams. Study 3 provided a conceptual replication of Study 2, with the use of chronic measures of self-construal and self-reported measures of behavior. Results suggest that an interdependent self-construal may lead to a more benevolent use of power in dyadic conflicts but more exploitive uses of power in intergroup conflicts. Implications for the understanding of power and self-construal are discussed. [PUBLICATION ABSTRACT]