When White Feels Right: The Effects of In‐Group Affect and Race of Partner on Negotiation Performance

Abstract

This research investigated the unique role of racial in‐group affect, or liking one's racial group, to foster or inhibit integration in negotiations with different race partners. We hypothesized that when the racial backgrounds of the negotiators are salient, threat inherent in negotiations activates in‐group affect for some White negotiators (those more “glad to be White”), triggering divergent negotiation approaches with White versus Black counterparts. In support of our hypotheses, we found that when negotiating with a Black confederate, stronger in‐group affect of White participants was a liability, relating to poorer joint outcomes and a “chilling and competing” negotiation approach. When negotiating with a White confederate, stronger in‐group affect of White participants instead boosted the dyad's joint outcomes by fostering greater trust. The meaning and practical implications of strong in‐group affect in negotiations with diverse counterparts are discussed.