False Consensus, Stereotypic Cues, and the Perception of Integrative Potential in Negotiation
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| Published in | Journal of applied social psychology Vol. 27; no. 21; pp. 1919 - 1940 |
|---|---|
| Main Authors | , |
| Format | Journal Article |
| Language | English |
| Published |
Oxford, UK
Blackwell Publishing Ltd
01.11.1997
V. H. Winston, etc |
| Subjects | |
| Online Access | Get full text |
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| Author | Paese, Paul W. Bottom, William P. |
|---|---|
| Author_xml | – sequence: 1 givenname: William P. surname: Bottom fullname: Bottom, William P. organization: John M. Olin School of Business Washington University – sequence: 2 givenname: Paul W. surname: Paese fullname: Paese, Paul W. organization: University of Missouri-St. Louis |
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| DOI | 10.1111/j.1559-1816.1997.tb01632.x |
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| Notes | 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. ArticleID:JASP1919 ark:/67375/WNG-0WSMM708-P istex:4A66FFABE4C6743B5AC7FE0490E710923DFCA933 ObjectType-Article-2 SourceType-Scholarly Journals-1 ObjectType-Feature-1 content type line 14 content type line 23 |
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| Publisher | Blackwell Publishing Ltd V. H. Winston, etc |
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| References | Muchinsky, P. M., & Dudycha, A. L. (1975). Human inference behavior in abstract and meaningful environments. Organizational Behavior and Human Performance, 13, 377-391. Fiske, S. T., Kinder, D. R., & Larter, W. M. (1983). The novice and the expert: Knowledge-based strategies in political cognition. Journal of Experimental Social Psychology, 19, 381-400. Carlton, D. (1986). The rigidity of prices. American Economic Review, 76, 637-658. Greenhalgh, L. (1987). Relationships in negotiations. Negotiation Journal, 3, 235-243. Lurigio, A. J., & Carroll, J. S. (1985). Probation officer's schemata of offenders: Content development and impact on treatment decisions. Journal of Personality and Social Psychology, 48, 1112-1126. Helper, S., & Levine, D. I. (1992). Long term supplier relations and product-market structure. Journal of Business, Law, and Economics, 8, 561-581. Lawler, E. E., III, & Levin, E. (1968). Union officers' perceptions of members' pay preferences. Industrial and Labor Relations Review, 21, 509-517. Roth, A. E., Murnighan, J. K., & Schoumaker, F. (1988). The deadline effect in bargaining: Some experimental evidence. American Economic Review, 78, 806-823. Plott, C. R. (1986). Rational choice in experimental markets. Journal of Business, 59, S301-S327. Thompson, L., & Hastie, R. (1990). Social perception in negotiation. Organizational Behavior and Human Decision Processes, 47, 98-123. Smith, V. L. (1976). Experimental economics: Induced value theory. American Economic Review, 66, 274-279. Sniezek, J. A. (1986). The role of variable labels in cue probability learning tasks. Organizational Behavior and Human Decision Processes, 38, 141-161. Benjamin, J. D., Boyle, G. W., & Simians, C. F. (1990). Retail leasing: The determinants of shopping center rents. AREUEA Journal, 18, 302-312. Goldberg, V. P. (1980). Relational exchange: Economics and complex contracts. American Behavioral Scientist, 23, 337-352. Ayres, I., & Siegelman, P. (1995). Race and gender discrimination in bargaining for a new car. American Economic Review, 85, 304-321. Bazerman, M., Magliozzi, T., & Neale, M. A. (1985). The acquisition of an integrative response in a competitive market. Organizational Behavior and Human Decision Processes, 35, 294-313. Mullen, B., Atkins, J. L., Champion, D. S., Edwards, C, Hardy, D., Story, J. E., & Vanderklok, M. (1985). The false consensus effect: A meta-analysis of 115 hypothesis tests. Journal of Experimental Social Psychology, 21, 262-283. Kimmel, M. J., Pruitt, D. G., Magenau, J. M., Konar-Goldband, E., & Carnevale, P. J. (1980). Effects of trust, aspiration, and gender on negotiation tactics. Journal of Personality and Social Psychology, 38, 9-23. Neale, M. A., & Bazerman, M. (1991). Cognition and rationality in negotiation. New York , NY : Free Press. Fry, W. R., Firestone, I. J., & Williams, D. L. (1983). Negotiation process and outcome of stranger dyads and dating couples: Do lovers lose Basic and Applied Social Psychology, 4, 1-16. Adelman, L. (1981). The influence of formal, substantive, and contextual task properties on the relative effectiveness of different forms of feedback in multiple-cue probability learning tasks. Organizational Behavior and Human Decision Processes, 27, 423-442. Russo, J. E., & Schoemaker, P. J. H. (1989). Decision traps. New York , NY : Simon & Schuster. Swim, J. K. (1994). Perceived versus meta-analytic effect sizes: An assessment of the accuracy of gender stereotypes. Journal of Personality and Social Psychology, 66, 21-36. Carnevale, P. J. D., & Lawler, E. J. (1986). Time pressure and the development of integrative agreements in bilateral negotiations. Journal of Conflict Resolution, 30, 636-659. Miller, P. Mc. C. (1971). Do labels mislead? A multiple cue study, within the framework of Brunswick's probabilistic functionalism. Organizational Behavior and Human Performance, 6, 480-500. Pinkley, R. L., Griffith, T. L., & Northcraft, G. B. (1995). "Fixed pie" a la mode: Information availability, information processing, and the negotiation of suboptimal agreements. Organizational Behavior and Human Decision Processes, 62, 101-112. Lax, D., & Sebenius, J. (1986). The manager as negotiator. New York , NY : Free Press. Macrae, C. N., Milne, A. B., & Bodenhausen, G. V. (1994). Stereotypes as energy saving devices: A peek inside the cognitive toolbox. Journal of Personality and Social Psychology, 66, 37-47. Gulati, R. (1995). Social structure and alliance formation patterns: A longitudinal analysis. Adminsitrative Science Quarterly, 40, 619-652. Pruitt, D. G., & Lewis, S. A. (1975). Development of integrative solutions in bilateral negotiation. Journal of Personality and Social Psychology, 31, 621-633. Pruitt, D. G., & Rubin, J. Z. (1986). Social conflict: Escalation, settlement, and stalemate. New York , NY : Random House. Ayres, I. (1991). Fair driving: Gender and race discrimination in retail car negotiations. Harvard Law Review, 104, 817-872. Weiss, S.E. (1987). Creating the GM-Toyota joint venture: A case in complex negotiation. Columbia Journal of World Business, 22, 23-37. Hoch, S. J. (1987). Perceived consensus and predictive accuracy: The pros and cons of projection. Journal of Personality and Social Psychology, 53, 221-234. McCauley, C, Stitt, C. L., & Segal, M. (1980). Stereotyping: From prejudice to prediction. Psychological Bulletin, 87, 195-208. Katz, D., & Braly, K. (1933). Racial stereotypes of 100 college students. Journal of Abnormal and Social Psychology, 28, 280-290. Funder, D. C. (1996). Base rates, stereotypes, and judgmental accuracy. Behavioral and Brain Sciences, 19, 22-23. Thompson, L. (1991). Information exchange in negotiation. Journal of Experimental Social Psychology, 27, 161-179. Carnevale, P. J. D., & Isen, A. (1986). The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation. Organizational Behavior and Human Decision Processes, 37, 1-13. Judd, C. M., & Park, B. (1993). Definition and assessment of accuracy in social stereotypes. Psychological Review, 100, 109-128. |
| References_xml | – reference: Plott, C. R. (1986). Rational choice in experimental markets. Journal of Business, 59, S301-S327. – reference: Roth, A. E., Murnighan, J. K., & Schoumaker, F. (1988). The deadline effect in bargaining: Some experimental evidence. American Economic Review, 78, 806-823. – reference: Funder, D. C. (1996). Base rates, stereotypes, and judgmental accuracy. Behavioral and Brain Sciences, 19, 22-23. – reference: Swim, J. K. (1994). Perceived versus meta-analytic effect sizes: An assessment of the accuracy of gender stereotypes. Journal of Personality and Social Psychology, 66, 21-36. – reference: Goldberg, V. P. (1980). Relational exchange: Economics and complex contracts. American Behavioral Scientist, 23, 337-352. – reference: Bazerman, M., Magliozzi, T., & Neale, M. A. (1985). The acquisition of an integrative response in a competitive market. Organizational Behavior and Human Decision Processes, 35, 294-313. – reference: Katz, D., & Braly, K. (1933). Racial stereotypes of 100 college students. Journal of Abnormal and Social Psychology, 28, 280-290. – reference: Carlton, D. (1986). The rigidity of prices. American Economic Review, 76, 637-658. – reference: Pinkley, R. L., Griffith, T. L., & Northcraft, G. B. (1995). "Fixed pie" a la mode: Information availability, information processing, and the negotiation of suboptimal agreements. Organizational Behavior and Human Decision Processes, 62, 101-112. – reference: Lax, D., & Sebenius, J. (1986). The manager as negotiator. New York , NY : Free Press. – reference: Pruitt, D. G., & Rubin, J. Z. (1986). Social conflict: Escalation, settlement, and stalemate. New York , NY : Random House. – reference: Russo, J. E., & Schoemaker, P. J. H. (1989). Decision traps. New York , NY : Simon & Schuster. – reference: Miller, P. Mc. C. (1971). Do labels mislead? A multiple cue study, within the framework of Brunswick's probabilistic functionalism. Organizational Behavior and Human Performance, 6, 480-500. – reference: Ayres, I., & Siegelman, P. (1995). Race and gender discrimination in bargaining for a new car. American Economic Review, 85, 304-321. – reference: Ayres, I. (1991). Fair driving: Gender and race discrimination in retail car negotiations. Harvard Law Review, 104, 817-872. – reference: Kimmel, M. J., Pruitt, D. G., Magenau, J. M., Konar-Goldband, E., & Carnevale, P. J. (1980). Effects of trust, aspiration, and gender on negotiation tactics. Journal of Personality and Social Psychology, 38, 9-23. – reference: Carnevale, P. J. D., & Lawler, E. J. (1986). Time pressure and the development of integrative agreements in bilateral negotiations. Journal of Conflict Resolution, 30, 636-659. – reference: Smith, V. L. (1976). Experimental economics: Induced value theory. American Economic Review, 66, 274-279. – reference: Pruitt, D. G., & Lewis, S. A. (1975). Development of integrative solutions in bilateral negotiation. Journal of Personality and Social Psychology, 31, 621-633. – reference: Judd, C. M., & Park, B. (1993). Definition and assessment of accuracy in social stereotypes. Psychological Review, 100, 109-128. – reference: Thompson, L., & Hastie, R. (1990). Social perception in negotiation. Organizational Behavior and Human Decision Processes, 47, 98-123. – reference: Carnevale, P. J. D., & Isen, A. (1986). The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation. Organizational Behavior and Human Decision Processes, 37, 1-13. – reference: Greenhalgh, L. (1987). Relationships in negotiations. Negotiation Journal, 3, 235-243. – reference: Neale, M. A., & Bazerman, M. (1991). Cognition and rationality in negotiation. New York , NY : Free Press. – reference: Sniezek, J. A. (1986). The role of variable labels in cue probability learning tasks. Organizational Behavior and Human Decision Processes, 38, 141-161. – reference: Thompson, L. (1991). Information exchange in negotiation. Journal of Experimental Social Psychology, 27, 161-179. – reference: McCauley, C, Stitt, C. L., & Segal, M. (1980). Stereotyping: From prejudice to prediction. Psychological Bulletin, 87, 195-208. – reference: Fiske, S. T., Kinder, D. R., & Larter, W. M. (1983). The novice and the expert: Knowledge-based strategies in political cognition. Journal of Experimental Social Psychology, 19, 381-400. – reference: Adelman, L. (1981). The influence of formal, substantive, and contextual task properties on the relative effectiveness of different forms of feedback in multiple-cue probability learning tasks. Organizational Behavior and Human Decision Processes, 27, 423-442. – reference: Weiss, S.E. (1987). Creating the GM-Toyota joint venture: A case in complex negotiation. Columbia Journal of World Business, 22, 23-37. – reference: Fry, W. R., Firestone, I. J., & Williams, D. L. (1983). Negotiation process and outcome of stranger dyads and dating couples: Do lovers lose Basic and Applied Social Psychology, 4, 1-16. – reference: Hoch, S. J. (1987). Perceived consensus and predictive accuracy: The pros and cons of projection. Journal of Personality and Social Psychology, 53, 221-234. – reference: Mullen, B., Atkins, J. L., Champion, D. S., Edwards, C, Hardy, D., Story, J. E., & Vanderklok, M. (1985). The false consensus effect: A meta-analysis of 115 hypothesis tests. Journal of Experimental Social Psychology, 21, 262-283. – reference: Helper, S., & Levine, D. I. (1992). Long term supplier relations and product-market structure. Journal of Business, Law, and Economics, 8, 561-581. – reference: Lurigio, A. J., & Carroll, J. S. (1985). Probation officer's schemata of offenders: Content development and impact on treatment decisions. Journal of Personality and Social Psychology, 48, 1112-1126. – reference: Benjamin, J. D., Boyle, G. W., & Simians, C. F. (1990). Retail leasing: The determinants of shopping center rents. AREUEA Journal, 18, 302-312. – reference: Muchinsky, P. M., & Dudycha, A. L. (1975). Human inference behavior in abstract and meaningful environments. Organizational Behavior and Human Performance, 13, 377-391. – reference: Macrae, C. N., Milne, A. B., & Bodenhausen, G. V. (1994). Stereotypes as energy saving devices: A peek inside the cognitive toolbox. Journal of Personality and Social Psychology, 66, 37-47. – reference: Gulati, R. (1995). Social structure and alliance formation patterns: A longitudinal analysis. Adminsitrative Science Quarterly, 40, 619-652. – reference: Lawler, E. E., III, & Levin, E. (1968). Union officers' perceptions of members' pay preferences. Industrial and Labor Relations Review, 21, 509-517. |
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| Title | False Consensus, Stereotypic Cues, and the Perception of Integrative Potential in Negotiation |
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