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DOI

Social Cognition, Attribution, and Perception in Negotiation: The Role of Uncertainty in Shaping Negotiation Processes and Outcomes

13 Jan 2006-pp 39-66
About: The article was published on 2006-01-13 and is currently open access. It has received 17 citations till now. The article focuses on the topics: Social cognition & Attribution.
Citations
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Journal ArticleDOI
TL;DR: Reservation salary partly explains why women ask for less salary than men under stereotype threat, and female negotiators may benefit from learning that stereotype threat causes sex-differences in motivation.
Abstract: Women are stereotypically perceived as worse negotiators than men, which may make them ask for less salary than men when under stereotype threat (Kray et al., 2001). However, the mechanisms of stereotype threat are not yet properly understood. The current study investigated whether stereotype threat effects in salary negotiations can be explained by motivational factors. A total of 116 business students negotiated salary with a confederate and were either told that this was diagnostic of negotiating ability (threat manipulation) or not. Measures of minimum (reservation) and ideal (aspiration) salary goals and regulatory focus were collected. The finding (Kray et al., 2001) that women make lower salary requests than men when under stereotype threat was replicated. Women in the threat condition further reported lower aspiration salary, marginally significantly lower reservation salary and less eagerness/more vigilance than men. Reservation salary mediated the stereotype threat effect, and there was a trend for regulatory focus to mediate the effect. Thus, reserva-tion salary partly explains why women ask for less salary than men under stereotype threat. Female negotiators may benefit from learning that stereotype threat causes sex-differences in motivation. (Less)

32 citations


Cites background from "Social Cognition, Attribution, and ..."

  • ...It has been proposed that negotiators are likely to focus either on their aspiration goal or on their reservation goal at any given time, and not on the two goals simultaneously (Neale & Fragale, 2006)....

    [...]

  • ...Our capacity for controlled processes is limited (Shiffrin & Schneider, 1977) and as negotiations have a rather complex nature, negotiators are unlikely to have enough available capacity to be able to focus on aspirations and reservations at the same time (Neale & Fragale, 2006)....

    [...]

  • ...The negotiator ponders different outcome goals: the aspiration outcome, i.e. the ideal outcome the negotiator aspires to achieve, and the reservation outcome, i.e. the minimum outcome the negotiator is willing to accept (Neale & Fragale, 2006)....

    [...]

Journal ArticleDOI
TL;DR: In this article, the authors compared persuasive behaviors and negotiation outcomes of entrepreneurs and non-entrepreneurs in a series of negotiation tasks and found that entrepreneurs make extensive use of emotions and arguments as means of persuasion.
Abstract: This study provides first empirical results on entrepreneurs’ negotiation behavior. In a series of negotiation tasks, we compare persuasive behaviors and negotiation outcomes of entrepreneurs and non-entrepreneurs. Our results show that entrepreneurs make extensive use of emotions and arguments as means of persuasion. Due to their assertive behavior, they close fewer deals; however, when they close a deal, they make higher profits than non-entrepreneurs. These results demonstrate the relevance of studying entrepreneurs’ interpersonal interactions as determinants of entrepreneurial success and highlight the role expressed emotions and arguments play in this context.

31 citations

Reference EntryDOI
20 Sep 2012
TL;DR: In this paper, the implications of social comparisons in bargaining behavior are investigated. But the authors focus on the emotional influences on judgment and decision-making and social comparison processes, and do not consider the psychological aspects of bargaining behavior.
Abstract: We engage in social comparisons every day, comparing our outcomes, accomplish­ments, andeven emotions with those ofothers. Jan Crusius andThomas Mussweilerexamine the implications ofsocial comparisons in bargainingbehavior. Theysuggestnew avenuesfor research in bargaining, and help us to better understand why wenegotiate the way thatwe do.Jan Crusius is Assistant Professor of Social Psychology at the University ofCologne. He studies emotional influences on judgment and decision making andsocial comparison processes. Thomas Mussweiler is Professor ofsocial psychologyat the University ofCologne and an expert on social comparisons in a variety ofsettings.

19 citations

Journal ArticleDOI
TL;DR: This paper proposes a model for participatory budgeting under uncertainty based on stochastic programming, and suggests that this approach seems lacking, especially in times of crisis when public funding suffers high volatility and widespread cuts.

16 citations

References
More filters
Journal ArticleDOI
TL;DR: Reservation salary partly explains why women ask for less salary than men under stereotype threat, and female negotiators may benefit from learning that stereotype threat causes sex-differences in motivation.
Abstract: Women are stereotypically perceived as worse negotiators than men, which may make them ask for less salary than men when under stereotype threat (Kray et al., 2001). However, the mechanisms of stereotype threat are not yet properly understood. The current study investigated whether stereotype threat effects in salary negotiations can be explained by motivational factors. A total of 116 business students negotiated salary with a confederate and were either told that this was diagnostic of negotiating ability (threat manipulation) or not. Measures of minimum (reservation) and ideal (aspiration) salary goals and regulatory focus were collected. The finding (Kray et al., 2001) that women make lower salary requests than men when under stereotype threat was replicated. Women in the threat condition further reported lower aspiration salary, marginally significantly lower reservation salary and less eagerness/more vigilance than men. Reservation salary mediated the stereotype threat effect, and there was a trend for regulatory focus to mediate the effect. Thus, reserva-tion salary partly explains why women ask for less salary than men under stereotype threat. Female negotiators may benefit from learning that stereotype threat causes sex-differences in motivation. (Less)

32 citations

Journal ArticleDOI
TL;DR: In this article, the authors compared persuasive behaviors and negotiation outcomes of entrepreneurs and non-entrepreneurs in a series of negotiation tasks and found that entrepreneurs make extensive use of emotions and arguments as means of persuasion.
Abstract: This study provides first empirical results on entrepreneurs’ negotiation behavior. In a series of negotiation tasks, we compare persuasive behaviors and negotiation outcomes of entrepreneurs and non-entrepreneurs. Our results show that entrepreneurs make extensive use of emotions and arguments as means of persuasion. Due to their assertive behavior, they close fewer deals; however, when they close a deal, they make higher profits than non-entrepreneurs. These results demonstrate the relevance of studying entrepreneurs’ interpersonal interactions as determinants of entrepreneurial success and highlight the role expressed emotions and arguments play in this context.

31 citations

Reference EntryDOI
20 Sep 2012
TL;DR: In this paper, the implications of social comparisons in bargaining behavior are investigated. But the authors focus on the emotional influences on judgment and decision-making and social comparison processes, and do not consider the psychological aspects of bargaining behavior.
Abstract: We engage in social comparisons every day, comparing our outcomes, accomplish­ments, andeven emotions with those ofothers. Jan Crusius andThomas Mussweilerexamine the implications ofsocial comparisons in bargainingbehavior. Theysuggestnew avenuesfor research in bargaining, and help us to better understand why wenegotiate the way thatwe do.Jan Crusius is Assistant Professor of Social Psychology at the University ofCologne. He studies emotional influences on judgment and decision making andsocial comparison processes. Thomas Mussweiler is Professor ofsocial psychologyat the University ofCologne and an expert on social comparisons in a variety ofsettings.

19 citations

Journal ArticleDOI
TL;DR: This paper proposes a model for participatory budgeting under uncertainty based on stochastic programming, and suggests that this approach seems lacking, especially in times of crisis when public funding suffers high volatility and widespread cuts.

16 citations