146:
can foment expectancy violations (cf, Burgoon, 1978) if some members of the organization refuse to update their appraisals of the recently promoted person. When incongruence occurs, it will disturb the normal flow of social interaction. Instead of going about their routine tasks, interaction partners will be compelled to shift their conscious attention to the task of accommodating the identity change that is the source of the disruption. Frequent or difficult-to-resolve disruptions could be damaging to the quality of social interactions and ultimately interfere with relationship quality, satisfaction and productivity.
105:(1959, 1961), who asserted that the first order of business in social interaction is establishing a "working consensus" or agreement regarding the roles each person will assume in the interaction. Weinstein and Deutschberger (1964), and later McCall and Simmons (1966), built on this work by elaborating the interpersonal processes that unfold after interaction partners reach an initial working consensus. Within psychology, these ideas were elaborated by Secord and Backman (1965) and Schlenker (1985). The actual phrase "identity negotiation" was introduced by
22:
142:
devote their conscious attention to the work at hand, which may explain why researchers have found that groups characterized by high levels of congruence perform better (Swann et al., 2000). Also, just as demographic diversity tends to undermine group performance when congruence is low, diversity improves performance when congruence is high (Polzer, Milton, & Swann, 2003; Swann, Polzer, Seyle, & Ko, 2004).
138:
Polzer, 2000; Swann & Ely, 1984). Such congruence is personally adaptive for targets because it allows them to maintain stable identities and having stable identities is generally adaptive. That is, stable identities not only tell people how to behave, they also afford people with a sense of psychological coherence that reinforces their conviction that they know what to do and the consequences of doing it.
137:
More often than not, the identity negotiation process seems to favor self-verification, which means that people tend to develop expectancies that are congruent with the self-views of target persons (e.g., Major, Cozzarelli, Testa, & McFarlin, 1988); McNulty & Swann, 1994; Swann, Milton, &
145:
Some instances of incongruence in relationships are inevitable. Sudden or unanticipated changes of status or role of one person, or even the introduction of a novel person into a group, may produce discrepancies between people's self-views and the expectancies of others. In work settings, promotions
133:
of targets, a "battle of wills" may occur (Swann & Ely, 1984). Such "battles" can range from short-lived, mild disagreements that are quickly and easily solved to highly pitched confrontations that are combative and contentious. On such occasions, the identity negotiation process represents the
141:
Groups also benefit when there is congruence among group members. When people maintain stable images of themselves, other members of the organization can count on them to "be" the same person day in and day out and the identity negotiation process can unfold automatically. This may free people to
117:. Behavioral confirmation occurs when one person (the "perceiver") encourages another person (the "target") to behave in ways that confirm the expectancies of the perceiver (e.g., Rosenthal & Jacobson, 1968; Snyder & Klein, 2005; Snyder, Tanke, &
244:
Swann, W.B., Jr. & Bosson, J. (2008). Identity negotiation: A Theory of Self and Social
Interaction. In O. John, R. Robins, & L. Pervin (Eds.) Handbook of Personality Psychology: Theory and Research I (pp. 448–471). New York:
234:
Swann, W. B., Jr. (1983). Self-verification: Bringing social reality into harmony with the self. In J. Suls & A. G. Greenwald (Eds.), Psychological perspectives on the self (Vol. II, pp. 33–66). Hillsdale, New Jersey:
248:
Swann, W.B., Jr., Johnson, R.E., & Bosson, J. (in press). Identity negotiation in the workplace. Chapter prepared for B. Staw & A. Brief (Eds.), Research in organizational behavior. Amsterdam, the
Netherlands:
93:
they have agreed to assume. The process of identity negotiation thus establishes what people can expect of one another. Identity negotiation thus provides the interpersonal "glue" that holds relationships together.
204:
Major, B., Cozzarelli, C., Testa, M., & McFarlin, D. B. (1988). Self-verification versus expectancy confirmation in social interaction: The impact of self-focus. Personality and Social
Psychology Bulletin, 14,
268:
Ting-Toomey, S. (1993). Communication resourcefulness: An identity-negotiation perspective. In R. Wiseman & J. Koester (Eds.), Intercultural communication competence (pp. 72–111). Newbury Park, CA:
255:
Swann, W. B., Jr., Milton, L. P., & Polzer, J. T. (2000). Should we create a niche or fall in line? Identity negotiation and small group effectiveness. Journal of
Personality and Social Psychology, 79,
259:
Swann, W. B., Jr., Polzer, J. T., Seyle, D. C., & Ko, S. J. (2004). Finding value in diversity: Verification of personal and social self-views in diverse groups. Academy of
Management Review, 29, 9-27.
230:
Snyder, M., Tanke, E. D., & Berscheid, E. (1977). Social perception and interpersonal behavior: On the self-fulfilling nature of social stereotypes. Journal of
Personality and Social Psychology, 35,
211:
McNulty, S. E., & Swann, W. B., Jr. (1994). Identity negotiation in roommate relationships: The self as architect and consequence of social reality. Journal of
Personality and Social Psychology, 67,
224:
Secord, P. E, & Backman, C. W. (1965). An interpersonal approach to personality. In B. Maher (Ed.), Progress in experimental personality research (Vol. 2, pp. 91–125). New York: Academic Press.
89:
refers to the processes through which people reach agreements regarding "who is who" in their relationships. Once these agreements are reached, people are expected to remain faithful to the
121:, 1977). Self-verification occurs when the "target" persuades the "perceiver" to behave in a manner that verifies the target's firmly held self-views or identities (Swann, 1983; 1996).
215:
Polzer, J. T., Milton, L. P., & Swann, W. B., Jr. (2002). Capitalizing on diversity: Interpersonal congruence in small work groups. Administrative
Science Quarterly, 47, 296-324.
227:
Snyder, M., & Klein, O. (2005). Construing and constructing others: On the reality and the generality of the behavioral confirmation scenario. Interaction
Studies, 6, 53-67.
252:
Swann, W. B., Jr., & Ely, R. J. (1984). A battle of wills: Self-verification versus behavioral confirmation. Journal of
Personality and Social Psychology, 46, 1287-1302.
218:
Rosenthal, R., & Jacobson, L. (1968). Pygmalion in the classroom: Teacher expectations and pupils' intellectual development. New York: Holt, Rinehart, & Winston.
51:
221:
Schlenker, B. R. (1985). Identity and self-identification. In B. R. Schlenker (Ed.), The self and social life (pp. 65–99). New York: McGraw-Hill.
288:
195:(1978). A communication model of personal space violation: Explication and an initial test. Human Communication Research, 4, 129-142.
275:
Weinstein, E. A., & Deutschberger, P. (1964). Tasks, bargains, and identities in social interaction. Social Forces, 42, 451-455.
73:
241:
Swann, W. B., Jr. (1999). Resilient identities: Self, relationships, and the construction of social reality. New York: Basic Books.
238:
Swann, W. B., Jr. (1987). Identity negotiation: Where two roads meet. Journal of Personality and Social Psychology, 53, 1038-1051.
293:
265:
Swann, William (2005). The Self and Identity Negotiation. In Interaction Studies 6:1 John Benjamins Publishing Company.
90:
34:
165:
44:
38:
30:
262:
Swann, William and Bosson, Jennifer (2009). Self and Identity. In Self as a Mental Representation, chap. 16.
170:
160:
110:
180:
55:
198:
Goffman, E. (1959). The presentation of self in everyday life. Garden City, NY: Doubleday – Anchor.
118:
208:
McCall, G. J., & Simmons, J. L. (1966). Identities and interactions. New York: Free Press.
114:
109:(1987), who emphasized the tension between two competing processes in social interaction,
272:
Ting-Toomey, S.(1999). Communication across Cultures. New York, London:TheGuilfordPress.
101:
literature during the middle of the 20th century. A leading figure in this movement was
192:
155:
102:
282:
175:
106:
130:
98:
134:
means through which these conflicting tendencies are reconciled.
15:
201:
Goffman, E. (1961). Encounters. Indianapolis: Bobbs-Merrill.
97:
The idea that identities are negotiated originated in the
129:When the expectancies of perceivers clash with the
43:but its sources remain unclear because it lacks
8:
74:Learn how and when to remove this message
7:
14:
20:
1:
310:
289:Identity (social science)
166:Self-verification theory
29:This article includes a
171:Symbolic interactionism
161:Face negotiation theory
111:behavioral confirmation
58:more precise citations.
181:Wishful Identification
294:Organizational theory
87:Identity negotiation
125:Psychological view
31:list of references
115:self-verification
84:
83:
76:
301:
79:
72:
68:
65:
59:
54:this article by
45:inline citations
24:
23:
16:
309:
308:
304:
303:
302:
300:
299:
298:
279:
278:
189:
152:
127:
80:
69:
63:
60:
49:
35:related reading
25:
21:
12:
11:
5:
307:
305:
297:
296:
291:
281:
280:
277:
276:
273:
270:
266:
263:
260:
257:
253:
250:
246:
242:
239:
236:
232:
228:
225:
222:
219:
216:
213:
209:
206:
202:
199:
196:
193:Burgoon, J. K.
188:
185:
184:
183:
178:
173:
168:
163:
158:
156:Erving Goffman
151:
148:
126:
123:
82:
81:
39:external links
28:
26:
19:
13:
10:
9:
6:
4:
3:
2:
306:
295:
292:
290:
287:
286:
284:
274:
271:
267:
264:
261:
258:
254:
251:
247:
243:
240:
237:
233:
229:
226:
223:
220:
217:
214:
210:
207:
203:
200:
197:
194:
191:
190:
186:
182:
179:
177:
176:William Swann
174:
172:
169:
167:
164:
162:
159:
157:
154:
153:
149:
147:
143:
139:
135:
132:
124:
122:
120:
116:
112:
108:
104:
100:
95:
92:
88:
78:
75:
67:
57:
53:
47:
46:
40:
36:
32:
27:
18:
17:
144:
140:
136:
128:
99:sociological
96:
86:
85:
70:
61:
50:Please help
42:
56:introducing
283:Categories
212:1012-1023.
187:References
131:self-views
91:identities
245:Guilford.
119:Berscheid
64:June 2010
256:238-250.
249:Elsevier
235:Erlbaum.
231:656-666.
205:346-359.
150:See also
103:Goffman
52:improve
269:Sage.
107:Swann
37:, or
113:and
285::
41:,
33:,
77:)
71:(
66:)
62:(
48:.
Text is available under the Creative Commons Attribution-ShareAlike License. Additional terms may apply.