Title

Too tired to negotiate? The impacts of ego depletion on negotiation processes and outcomes

Publication Type

Conference Paper

Publication Date

3-2014

Abstract

Individuals tend to overestimate the value of their own judgment and discount the opinions of others. To facilitate the incorporation of various perspectives, we examine the effects of calibration on subsequent judgments. The results of Study 1 demonstrated that the dyads who engaged in calibration had higher inter-rater reliability regarding the originality ratings of business solutions than those who do not engage in any calibration (i.e., the control condition). The results of Study 2 demonstrated that rater calibration without time pressure led to higher inter-rater reliability regarding the originality ratings of slogans than the control condition and rater calibration with time pressure. The results of Study 3 showed that, for the performance dimension of planning and organizing, rater calibration without time pressure led to higher inter-rater reliability than the control condition or rater calibration with time pressure. Thus, we offer a novel approach to information utilization during calibration processes and help overcome selfconfirmation biases.

Discipline

Industrial and Organizational Psychology

Research Areas

Psychology

Publication

Asian Conference on Psychology and the Behavioral Sciences, 27-30 March 2014

City or Country

Osaka, Japan

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