For my ‘Psychology of Negotiation’ (PSYC 25700) class, I’m going to write up one/two-line summaries for research articles that feel plausibly relevant to policy, community-building, or really any interpersonal-heavy work. These are primarily informed by behavioral science.
Hopefully, this will also allow me to better recall these studies for my final.
Epley et al. (2006), ‘When perspective taking increases taking’
The common tendency towards naive cynicism suggests that, in competitive contexts, perspective-taking may cause people to behave MORE egoistically (reactive egoism) despite also reducing self-serving judgments of fairness (i.e., they understand they are ‘objectively’ not behaving fairly). This is because people assume that others will also behave egoistically.
Galinsky & Mussweiler (2001), ‘First offers as anchors’
The person who makes the first offer gains a robustly good distributive advantage, but this can be mediated by the bargainer by focusing on one’s target price or the other’s reservation (minimum) price.
For my ‘Psychology of Negotiation’ (PSYC 25700) class, I’m going to write up one/two-line summaries for research articles that feel plausibly relevant to policy, community-building, or really any interpersonal-heavy work. These are primarily informed by behavioral science.
Hopefully, this will also allow me to better recall these studies for my final.
Epley et al. (2006), ‘When perspective taking increases taking’
The common tendency towards naive cynicism suggests that, in competitive contexts, perspective-taking may cause people to behave MORE egoistically (reactive egoism) despite also reducing self-serving judgments of fairness (i.e., they understand they are ‘objectively’ not behaving fairly). This is because people assume that others will also behave egoistically.
Galinsky & Mussweiler (2001), ‘First offers as anchors’
The person who makes the first offer gains a robustly good distributive advantage, but this can be mediated by the bargainer by focusing on one’s target price or the other’s reservation (minimum) price.