Perceived Versus Actual Transparency of Goals in Negotiation  

Oleh:

Vorauer, Jaquie D. ; Claude, Stephanie-Danielle

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 24 no. 4 (1998), page 371-385.
Topik: negotiations; negotiation; actual transparency; perceived; goals
Fulltext: 371.pdf (3.05MB)

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Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45.3 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Participants in study 1 either engaged in a negotiation with a '"phantom "second negotiator or observed the negotiation. Negotiators judged whether the observer would be able to accurately discern their goals from their behavior; observers judged the negotiator's goals. Results indicated that negotiators overestimated the transparency of their objectives. An interaction between goal salience and constraints on communication was also evident : When communication was highly constrained, negotiators overestimated their transparency only when they were led to focus on their goals; when communication was less constrained, negotiators overestimated their transparency regardless of goal salience. Study 2 revealed that motivational forces are not necessary for transparency overestimation to occur : Observers informed about a negotiator's goals also overestimated the extent to which his or her goals would be transparent to an uninformed observer.

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