A counterpart�s feminine face signals cooperativeness and encourages negotiators to compete

• Autores: Eric Gladstone, Kathleen M. O�Connor
• Localización: Organizational Behavior and Human Decision Processes, ISSN-e 1095-9920, Vol. 125, Nº. 1, 2014, págs. 18-25
• Idioma: inglés
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• Resumen

  • Early on, negotiators take each other�s measure, drawing inferences that shape subsequent decisions and behaviors. In two studies, we investigate whether impressions based on the facial femininity of counterparts affect negotiators� behaviors. In our first experiment, we tested whether negotiators would choose counterparts with more feminine-featured faces over those with less feminine faces. As predicted, regardless of counterpart sex, negotiators preferred counterparts with more feminine-featured faces. When choosing agents, however, this preference reversed, indicating strategic decision making on the part of negotiators. In a second experiment, we tested our underlying claim that facial femininity evokes stereotypes of cooperativeness. It did, and in keeping with our main hypotheses, negotiators demanded more from their feminine-featured counterparts.