Title: Misattribution and Eye of the Beholder: Effect of Arousal on Negotiation Depends on Prior Attitudes
Abstract:Extending the misattribution of arousal paradigm, four studies demonstrate that the effect of heightened physiological arousal on negotiation depends on individuals' pre-existing attitudes. Individual...Extending the misattribution of arousal paradigm, four studies demonstrate that the effect of heightened physiological arousal on negotiation depends on individuals' pre-existing attitudes. Individuals with negative prior attitudes toward negotiation report lower subjective value and perform less well under heightened arousal, in part because arousal is construed as nervousness. By contrast, individuals with positive prior attitudes toward negotiation report higher subjective value and perform better under heightened arousal, in part because arousal is construed as excitement. These results counter the commonly held belief that arousal is necessarily detrimental for performance in negotiation.Read More
Publication Year: 2012
Publication Date: 2012-07-01
Language: en
Type: article
Indexed In: ['crossref']
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