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Biased Social Perceptions of Knowledge: Implications for Negotiators' Rapport and Egocentrism

dc.contributor.authorLee, David S.en_US
dc.contributor.authorMoeller, Scott J.en_US
dc.contributor.authorKopelman, Shirlien_US
dc.contributor.authorYbarra, Oscaren_US
dc.date.accessioned2015-05-04T20:36:12Z
dc.date.available2016-07-05T17:27:59Zen
dc.date.issued2015-05en_US
dc.identifier.citationLee, David S.; Moeller, Scott J.; Kopelman, Shirli; Ybarra, Oscar (2015). "Biased Social Perceptions of Knowledge: Implications for Negotiators' Rapport and Egocentrism." Negotiation and Conflict Management Research (2): 85-99.en_US
dc.identifier.issn1750-4708en_US
dc.identifier.issn1750-4716en_US
dc.identifier.urihttps://hdl.handle.net/2027.42/111124
dc.description.abstractThis study examines how people manage uncertain competitive social interactions. To achieve positive interaction outcomes, individuals may engage in a social perception process that leads them to believe they have obtained more information about others than these others gained about them. We investigate how asymmetric knowledge perceptions contribute to important aspects of negotiation, namely rapport building among strangers and egocentric beliefs about fairness of resource distribution. In Study 1, dyads completed measures of knowledge acquisition and partner evaluation after a rapport‐building exercise. Results showed that individuals believed they gained more information about their partner than vice versa; notably, the magnitude of this knowledge bias was associated with more positive partner evaluations. Study 2 showed that the magnitude of the knowledge bias predicted lower egocentrism in a commons dilemma task. Together, these results suggest knowledge asymmetries facilitate rapport among strangers and may have important implications for cooperation in competitive negotiation settings.en_US
dc.publisherAcademic Pressen_US
dc.publisherWiley Periodicals, Inc.en_US
dc.subject.othersocial dilemmasen_US
dc.subject.otheregocentrismen_US
dc.subject.otherrapporten_US
dc.subject.othernegotiationen_US
dc.subject.otherknowledge asymmetriesen_US
dc.titleBiased Social Perceptions of Knowledge: Implications for Negotiators' Rapport and Egocentrismen_US
dc.typeArticleen_US
dc.rights.robotsIndexNoFollowen_US
dc.subject.hlbsecondlevelLaw and Legal Studiesen_US
dc.subject.hlbtoplevelGovernment Information and Lawen_US
dc.description.peerreviewedPeer Revieweden_US
dc.description.bitstreamurlhttp://deepblue.lib.umich.edu/bitstream/2027.42/111124/1/ncmr12047.pdf
dc.identifier.doi10.1111/ncmr.12047en_US
dc.identifier.sourceNegotiation and Conflict Management Researchen_US
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