The influence of power on the information search, impression formation, and demands in negotiation

Article Abstract:

The cooperativeness and competitiveness of a partner, which was influenced by power and beliefs on search strategies during negotiation and its influence on the behavior of a negotiation partner, are examined. The results suggest that increased accuracy and impression motivation are responsible for the tendency to ask diagnostic and belief-congruent questions which strengthens one's confidence in the value of one's beliefs.

Domestic relations, Family relations

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Recruitment of exemplars as reference points in social judgements

Article Abstract:

Experiments regarding the recruitment of individual-person exemplars as reference points for social judgments are discussed. Compared to initial judgments regarding specific persons, initial judgments regarding social prototypes were less effective in facilitating subsequent judgments regarding other persons.

Analysis, Social norms

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The unexpected benefits of final deadlines in negotiation

Article Abstract:

Studies reveal that moderate deadlines improves the outcomes for negotiators who are eager to get a deal quickly as the passage of timer is costly to them. There are predictable situations in which negotiators enjoy benefits from shorter final deadlines, but they tend to miss these opportunities.

Prediction (Psychology)

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