The influence of weight bias on processes and outcomes in negotiation

Arnold, J A, O'Connor, K and Gladstone, E (2022) The influence of weight bias on processes and outcomes in negotiation. Psychological Reports, 125 (3). pp. 1556-1572. ISSN 0033-2941

Abstract

In two studies, using a mix of samples, we examined the influence of weight bias on behaviours in competitive, potentially high stakes situations. As predicted, weight bias directed focal actors’ treatment of counterparts in a negotiation. Negotiators made lower value offers to overweight counterparts relative to average-weight counterparts. In addition, overweight counterparts also received more negative messages over the course of their negotiation and were evaluated less favourably after the negotiation than average-weight counterparts.