Social and Behavioral Sciences Commons^™

The Impact Of Conformity And Qualifications On Perceptions Of Power, Competency, And First Offers In Negotiations, Scott Mcluckie

College of Science and Health Theses and Dissertations

Norm violations typically result in negative consequences and perceptions towards the transgressor; however, recent research has indicated that violating norms may result in positive outcomes if the transgressor was perceived as high status (Bellezza, Gino, & Keinan, 2014). Negotiators in a job hiring process might have their own set of social norms that they are expected to follow, such as the attire they should wear to a negotiation. A violation of one of these norms may have an impact on the perceptions of the job applicant, and thus, alter the negotiation process for a starting job offer. It was hypothesized …