On The Seizing and Freezing of Negotiator Inferences : Need for Cognitive Closure Moderates The Use of Heuristics in Negotiation  

Oleh:

Oldersma, Frans L. ; Koole, Sander L. ; Dreu, Carsten K. W. de

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 25 no. 3 (1999), page 348-362.
Topik: negotiations; negotiation; cognitive closure moderates; negotiator inferences; heuristics; seizing; freezing
Fulltext: 348PSPB253.pdf (113.81KB)

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45.7 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

Lihat Detail Induk

Isi artikel

The relationship between dispositional need for cognitive closure (NFC) and the use of heuristics in negotiation was investigated. In Study 1 (N = 147), negotiators with high NFC were more influenced by focal points when setting limits and making concessions than were negotiators with low NFC. In Study 2 (N = 74), negotiators with high NFC were more influenced by stereotypic information when making concessions than were negotiators with low NFC. Study 3 examined whether results could be attributed to a correlation between NFC and social value orientation - the dispositional tendency to approach the negotation in a prosocial or more selfish way. In three different samples, no such relationship was found. The use of heuristics in negotiation is moderated by need for cognitive closure, and this effect is most likely due to the fact that negotiators with low need for closure are less likely to seize and freeze on information.

Opini Anda

Klik untuk menuliskan opini Anda tentang koleksi ini!

Kembali