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Bridging the partisan divide: Self-affirmation reduces ideological closed-mindedness and inflexibility in negotiation.
Abstract
Three studies link resistance to probative information and intransigence in negotiation to concerns of identity maintenance. Each shows that affirmations of personal integrity (vs. nonaffirmation or threat) can reduce resistance and intransigence but that this effect occurs only when individuals' partisan identity and/or identity-related convictions are made salient. Affirmation made participants' assessment of a report critical of U.S. foreign policy less dependent on their political views, but only when the identity relevance of the issue rather than the goal of rationality was salient (Study 1). Affirmation increased concession making in a negotiation over abortion policy, but again this effect was moderated by identity salience (Studies 2 and 3). Indeed, although affirmed negotiators proved relatively more open to compromise when either the salience of their true convictions or the importance of remaining faithful to those convictions was heightened, the reverse was true when the salient goal was compromise. The theoretical and applied significance of these findings are discussed.
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“In a negotiation over abortion rights, participants whose commitment to their political views had been made salient proved responsive to affirmation.When affirmed, they made more compromises in a negotiation over abortion legislation, and they left the negotiation with stronger trust of the advocate on the other side of the issue”
From The Psychology of Change: Self-Affirmation and Social Psychological Intervention (2014) · cites this paper as Cohen et al. 2007
In the citing paper
“When the salient identity was being an open-minded negotiator, affirmation led people to be more closed-minded (Cohen et al. 2007).”
From The Psychology of Change: Self-Affirmation and Social Psychological Intervention (2014) · cites this paper as Cohen et al. 2007
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Metadata
- Authors
- Cohen, G. L., Sherman, D. K., Bastardi, A., Hsu, L., McGoey, M., & Ross, L.
- Affiliations
- University of Colorado Boulder (US)
- University of California, Santa Barbara (US)
- Stanford University (US)
- Yale University (US)
- Venue
- Journal of Personality and Social Psychology
- Published
- 2007-09
- Volume
- 93
- Issue
- 3
- Pages
- 415-430
- ISSN
- 0022-3514 (ISSN-L)
- 1939-1315
- OpenAlex
- W2139114136
- Cited by
- 239
- References
- 77
- Citations by year
- 2025: 10 · 2024: 8 · 2023: 17 · 2022: 13 · 2021: 9 · 2020: 53 · 2019: 15 · 2018: 19 · 2017: 9 · 2016: 13 · 2015: 4 · 2014: 12 · 2013: 9 · 2012: 8
- FWCI
- 34.89
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Personality and Social Psychology (publishedVersion)
- PubMed (publishedVersion)
- Topics
- Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
- Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Conflict Management and Negotiation
- Social Sciences › Psychology › Social Psychology › Death Anxiety and Social Exclusion
- Keywords
- self-affirmation, partisan identity, negotiation, intransigence, identity preservation, compromise, identity salience, partisanship
- MeSH terms
- Adult, Culture, Female, Humans, Judgment, Male, Persuasive Communication, Pilot Projects, Politics, Public Policy, Self Concept, Social Identification, Stereotyping, Negotiating, September 11 Terrorist Attacks
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