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 OPEN ACCESS


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.

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Item Type: Article
Subject Areas: Organisational Behaviour
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© 2021 SAGE Publications

Date Deposited: 07 Apr 2021 12:41
Date of first compliant deposit: 31 Mar 2021
Subjects: Conflict
Negotiation (Communication skills)
Last Modified: 23 Jun 2022 03:06

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