The influence of weight bias on processes and outcomes in negotiation

Arnold, J A, O'Connor, K and Gladstone, E (2021) The influence of weight bias on processes and outcomes in negotiation. Psychological Reports. ISSN 0033-2941 (In Press) OPEN ACCESS

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.

More Details

Item Type: Article
Subject Areas: Organisational Behaviour
Additional Information:

© 2021 SAGE Publications

Date Deposited: 07 Apr 2021 12:41
Date of first compliant deposit: 31 Mar 2021
Subjects: C > Conflict
N > Negotiation (Communication skills)
Last Modified: 12 Aug 2021 00:20
URI: https://lbsresearch.london.edu/id/eprint/1728
More

Export and Share


Download

Accepted Version - Text

Statistics

Altmetrics
View details on Dimensions' website

Downloads from LBS Research Online

View details

Actions (login required)

Edit Item Edit Item