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.
Organizational Behavior and Theory
Organisational Behaviour and Human Resources
International Association for Conflict Management Conference 22nd IACM 2009, June 15-18
City or Country
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. Research Collection Lee Kong Chian School Of Business.
Available at: http://ink.library.smu.edu.sg/lkcsb_research/1788
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