Pushing in the Dark Causes and Consequences of Limited Self-Awareness for Interpersonal Assertiveness  

Oleh:

Ames, Daniel R. ; Wazlawek, Abbie S.

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 40 no. 6 (Jun. 2014), page 775-790.
Topik: Assertiveness; Self-awareness; Meta-perceptions; Meta-accurarcy; Self-enhancement
Fulltext: Pers Soc Psychol Bull-2014-Ames-775-90_her.pdf (718.67KB)

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Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45.52 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Do people know when they are seen as pressing too hard, yielding too readily, or having the right touch? And does awareness matter? We examined these questions in four studies. Study 1 used dyadic negotiations to reveal a modest link between targets’ self-views and counterparts’ views of targets’ assertiveness, showing that those seen as under- and over-assertive were likely to see themselves as appropriately assertive. Surprisingly, many people seen as appropriately assertive by counterparts mistakenly thought they were seen as having been over-assertive, a novel effect we call the line crossing illusion. We speculated that counterparts’ orchestrated displays of discomfort might be partly responsible—behaviors we termed strategic umbrage. Study 2 revealed evidence for widespread strategic umbrage in real-world negotiations and Study 3 linked these behaviors to the line crossing illusion in a controlled negotiation. Study 4 showed that this illusion predicted outcomes in a multi-round negotiation.

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