On the seizing and freezing of negotiator inferences: Need for cognitive closure moderates the use of heuristics in negotiation
SourcePersonality and Social Psychology Bulletin, 25, 3, (1999), pp. 348-362
Article / Letter to editor
Display more detailsDisplay less details
SW OZ BSI SCP
Personality and Social Psychology Bulletin
SubjectBehaviour Change and Well-being
The relationship between dispositional need for cognitive closure (NFC) and the use of heuristics in negotiation was investigated. In Study 1 (N = 147), negotiators with high NFC were more influenced by focal points when setting limits and making concessions than were negotiators with low NFC. In Study 2 (N = 74), negotiators with high NFC were more influenced by stereotypic information when making concessions than were negotiators with low NFC. Study 3 examined whether results could be attributed to a correlation between NFC and social value orientation—the dispositional tendency to approach the negotation in a prosocial or more selfish way. In three different samples, no such relationship was found. The use of heuristics in negotiation is moderated by need for cognitive closure, and this effect is most likely due to the fact that negotiators with low need for closure are less likely to seize and freeze on information.
Upload full text
Use your RU credentials (u/z-number and password) to log in with SURFconext to upload a file for processing by the repository team.