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Full-Text Articles in Business
Bargaining Zone Distortion In Negotiations: The Elusive Power Of Multiple Alternatives, Michael Schaerer, David D. Loschelder, Roderick I. Swaab
Bargaining Zone Distortion In Negotiations: The Elusive Power Of Multiple Alternatives, Michael Schaerer, David D. Loschelder, Roderick I. Swaab
Research Collection Lee Kong Chian School Of Business
We challenge the assumption that having multiple alternatives is always better than a single alternative by showing that negotiators who have additional alternatives ironically exhibit downward-biased perceptions of their own and their opponent’s reservation price, make lower demands, and achieve worse outcomes in distributive negotiations. Five studies demonstrate that the apparent benefits of multiple alternatives are elusive because multiple alternatives led to less ambitious first offers (Studies 1–2) and less profitable agreements (Study 3). This distributive disadvantage emerged because negotiators’ perception of the bargaining zone was more distorted when they had additional (less attractive) alternatives than when they only had …
It Hurts When I Do This (Or You Do That): Posture And Pain Tolerance, Vanessa K. Bohns, Scott Wiltermuth
It Hurts When I Do This (Or You Do That): Posture And Pain Tolerance, Vanessa K. Bohns, Scott Wiltermuth
Vanessa K. Bohns
Recent research (Carney, Cuddy, & Yap, 2010) has shown that adopting a powerful pose changes people's hormonal levels and increases their propensity to take risks in the same ways that possessing actual power does. In the current research, we explore whether adopting physical postures associated with power, or simply interacting with others who adopt these postures, can similarly influence sensitivity to pain. We conducted two experiments. In Experiment 1, participants who adopted dominant poses displayed higher pain thresholds than those who adopted submissive or neutral poses. These findings were not explained by semantic priming. In Experiment 2, we manipulated power …
Secret Conversation Opportunities Facilitate Minority Influence In Virtual Groups: The Influence On Majority Power, Information Processing, And Decision Quality, Roderick I. Swaab, Katherine W. Phillips, Michael Schaerer
Secret Conversation Opportunities Facilitate Minority Influence In Virtual Groups: The Influence On Majority Power, Information Processing, And Decision Quality, Roderick I. Swaab, Katherine W. Phillips, Michael Schaerer
Research Collection Lee Kong Chian School Of Business
We examined the impact of secret conversation opportunities during virtual team discussions on majority opinion holders’ motivation to attend to minority opinion holders. Studies 1a and b showed that majorities were more motivated to process others’ arguments when secret conversation opportunities were available (vs. not), provided these arguments contained unique (vs. shared) information and this information was offered by the minority (vs. majority). Study 2 demonstrated that this effect occurs because secret opportunities made majorities feel less powerful after being exposed to unique information from the minority (Study 2a), especially when majority members expected others to use these channels (Study …