52 research outputs found
sj-xlsx-1-psp-10.1177_01461672221086197 – Supplemental material for Negotiator Consistency, Counterpart Consistency, and Reciprocity in Behavior Across Partners: A Round-Robin Study
No full textSupplemental material, sj-xlsx-1-psp-10.1177_01461672221086197 for Negotiator Consistency, Counterpart Consistency, and Reciprocity in Behavior Across Partners: A Round-Robin Study by Hillary Anger Elfenbein, Jared R. Curhan and Noah Eisenkraft in Personality and Social Psychology Bulletin</p
The Polarizing Effect of Arousal on Negotiation
No full textIn this research, we examined the impact of physiological arousal on negotiation outcomes. Conventional wisdom and the prescriptive literature suggest that arousal should be minimized given its negative effect on negotiations, whereas prior research on misattribution of arousal suggests that arousal might polarize outcomes, either negatively or positively. In two experiments, we manipulated arousal and measured its effect on subjective and objective negotiation outcomes. Our results support the polarization effect. When participants had negative prior attitudes toward negotiation, arousal had a detrimental effect on outcomes, whereas when participants had positive prior attitudes toward negotiation, arousal had a beneficial effect on outcomes. These effects occurred because of the construal of arousal as negative or positive affect, respectively. Our findings have important implications not only for negotiation, but also for research on misattribution of arousal, which previously has focused on the target of evaluation, in contrast to the current research, which focused on the critical role of the perceiver
Predicting video-conferencing conversation outcomes based on modeling facial expression synchronization
No full textEffective video-conferencing conversations are heavily influenced by each speaker's facial expression. In this study, we propose a novel probabilistic model to represent interactional synchrony of conversation partners' facial expressions in video-conferencing communication. In particular, we use a hidden Markov model (HMM) to capture temporal properties of each speaker's facial expression sequence. Based on the assumption of mutual influence between conversation partners, we couple their HMMs as two interacting processes. Furthermore, we summarize the multiple coupled HMMs with a stochastic process prior to discover a set of facial synchronization templates shared among the multiple conversation pairs. We validate the model, by utilizing the exhibition of these facial synchronization templates to predict the outcomes of video-conferencing conversations. The dataset includes 75 video-conferencing conversations from 150 Amazon Mechanical Turkers in the context of a new recruit negotiation. The results show that our proposed model achieves higher accuracy in predicting negotiation winners than support vector machine and canonical HMMs. Further analysis indicates that some synchronized nonverbal templates contribute more in predicting the negotiation outcomes
Getting Off on the Right Foot: Subjective Value Versus Economic Value in Predicting Longitudinal Job Outcomes From Job Offer Negotiations
No full textAlthough negotiation experiences can affect a negotiator’s ensuing attitudes and behavior, little
is known about their long-term consequences. Using a longitudinal survey design, we test the
degree to which economic and subjective value achieved in job offer negotiations predicts
employees’ subsequent job attitudes and intentions to turnover. Results indicate that subjective
value predicts greater compensation satisfaction and job satisfaction and lower turnover intention
measured one year later. Surprisingly, the economic outcomes that negotiators achieved had no
apparent effects on these factors. Implications, limitations, and future directions are discussed
Understanding social interpersonal interaction via synchronization templates of facial events
No full textAutomatic facial expression analysis in inter-personal communication is challenging. Not only because conversation partners' facial expressions mutually influence each other, but also because no correct interpretation of facial expressions is possible without taking social context into account. In this paper, we propose a probabilistic framework to model interactional synchronization between conversation partners based on their facial expressions. Interactional synchronization manifests temporal dynamics of conversation partners' mutual influence. In particular, the model allows us to discover a set of common and unique facial synchronization templates directly from natural interpersonal interaction without recourse to any predefined labeling schemes. The facial synchronization templates represent periodical facial event coordinations shared by multiple conversation pairs in a specific social context. We test our model on two different dyadic conversations of negotiation and job-interview. Based on the discovered facial event coordination, we are able to predict their conversation outcomes with higher accuracy than HMMs and GMMs
Role of the eye of the beholder
No full textThesis (Ph. D.)--Massachusetts Institute of Technology, Sloan School of Management, 2013.Cataloged from PDF version of thesis.Includes bibliographical references (p. 63-71).This dissertation examines the impact of physiological arousal on negotiation outcomes. Conventional wisdom and extant prescriptive literature suggest that arousal should be minimized, given its assumed negative effect on negotiations. Prior research on the theory of misattribution of arousal, however, suggests that arousal might polarize outcomes-either in a negative or in a positive direction. Across four studies, I manipulate physiological arousal and measure its effect on subjective and objective negotiation outcomes. Results support the polarization effect. When individuals have more negative prior attitudes toward negotiation, arousal has a detrimental effect on outcomes, in part because arousal is construed as negative affect (e.g., nervousness). In contrast, when individuals have more positive prior attitudes toward negotiation, arousal has a beneficial effect on outcomes, in part because arousal is construed as positive affect (e.g., excitement). These findings have important implications for research on negotiation, especially with respect to the influence of emotions. These findings also extend existing research on the theory of misattribution of arousal, which has in the past predominately focused on the target of evaluation, whereas the current research focuses on the critical role of the perceiver.by Ashley D. Brown.Ph.D
When Criticism Enhances Creativity in Brainstorming: The Moderating Role of Group Purpose
No full text
What do People Value when they Negotiate? Mapping the Domain of Subjective Value in Negotiation
No full textFour studies provide support for the development and validation of a framework for understanding the range of social psychological outcomes valued subjectively as consequences of negotiations. Study 1 inductively elicited and coded elements of subjective value among students, community members, and negotiation practitioners, revealing 20 categories that negotiation theorists in Study 2 sorted to reveal four underlying dimensions: Feelings about Instrumental Outcomes, the Self, Process, and Relationship. Study 3 proposed a new Subjective Value Inventory (SVI) questionnaire and confirmed its 4-factor structure, and Study 4 presents convergent, discriminant, and predictive validity data for this SVI. Results suggest the SVI is a promising tool to systematize and encourage research on the subjective outcomes of negotiation
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