False Consensus, Stereotypic Cues, and the Perception of Integrative Potential in Negotiation

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Bibliographic Details
Published inJournal of applied social psychology Vol. 27; no. 21; pp. 1919 - 1940
Main Authors Bottom, William P., Paese, Paul W.
Format Journal Article
LanguageEnglish
Published Oxford, UK Blackwell Publishing Ltd 01.11.1997
V. H. Winston, etc
Subjects
Bargaining
Consensus
Social perception
Stereotypes
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Bibliography:The authors gratefully acknowledge the assistance of Maryellen Kinnally, Lesley Reid, and Scott Zimmerman in conducting this experiment Andrew Baum, Michelle Buck, Bernadette Park, and an anonymous reviewer provided helpful comments on an earlier version of this paper. Parts of the manuscript were written while the first author attended the Summer Institute on Dispute Resolution and Negotiation held by the Center for Advanced Study in the Behavioral Sciences, July-August 1992. Funds for support of the Institute were provided by the Andrew W. Mellon Foundation.
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ISSN:0021-9029
1559-1816
DOI:10.1111/j.1559-1816.1997.tb01632.x