Intragroup decision making in intergroup negotiation: Majority/minority effects and hawkishness of member preferences.

University of UtahParticipants took part in an intergroup negotiation. In the first stage participantsrecorded their individual preferences (i.e., which of several possible options theyshould strive to achieve during the negotiation) for each negotiation issue. In the secondstage they repeated this process as part of a 3-person cooperative group in preparationfor the negotiation task. Our results show that the decision aggregation of negotiationteams is driven by 2 factors: The majority/minority status of the members advocatinga given option and the extent to which the option advocated by a member was morehawkish (i.e., advantageous to the ingroup) than that of fellow members.