Publication Type
Conference Paper
Version
acceptedVersion
Publication Date
6-2009
Abstract
The negotiations literature abounds with studies about how cognitive heuristics affect negotiation outcomes. However, the role of colors in negotiations remains unexplored. The color red is associated with male dominance and leads to superior outcomes in sporting contests (Hill and Barton, 2005a). In this study, we examined the effect of wearing the color red on outcomes in distributive negotiations. Our findings revealed that when male negotiators wore red clothing, they gained a distributive advantage over their counterpart wearing white.
Discipline
Organizational Behavior and Theory
Research Areas
Organisational Behaviour and Human Resources
Publication
International Association for Conflict Management Conference 22nd IACM 2009, June 15-18
First Page
1
Last Page
9
City or Country
Kyoto, Japan
Citation
NARAYANAN, Jayanth; REB, Jochen; CHEN, Jianwen; and ZHENG, Xue.
When the Negotiator Sees Red. (2009). International Association for Conflict Management Conference 22nd IACM 2009, June 15-18. 1-9.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/1788
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.