When the Negotiator Sees Red
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). I...
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Institutional Knowledge at Singapore Management University
2009
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sg-smu-ink.lkcsb_research-27872017-12-14T06:09:28Z When the Negotiator Sees Red NARAYANAN, Jayanth REB, Jochen CHEN, Jianwen ZHENG, Xue 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. 2009-06-01T07:00:00Z text application/pdf https://ink.library.smu.edu.sg/lkcsb_research/1788 https://ink.library.smu.edu.sg/context/lkcsb_research/article/2787/viewcontent/NegotiatorSees_Red_2009.pdf http://creativecommons.org/licenses/by-nc-nd/4.0/ Research Collection Lee Kong Chian School Of Business eng Institutional Knowledge at Singapore Management University Organizational Behavior and Theory |
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Organizational Behavior and Theory NARAYANAN, Jayanth REB, Jochen CHEN, Jianwen ZHENG, Xue When the Negotiator Sees Red |
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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. |
| format |
text |
| author |
NARAYANAN, Jayanth REB, Jochen CHEN, Jianwen ZHENG, Xue |
| author_facet |
NARAYANAN, Jayanth REB, Jochen CHEN, Jianwen ZHENG, Xue |
| author_sort |
NARAYANAN, Jayanth |
| title |
When the Negotiator Sees Red |
| title_short |
When the Negotiator Sees Red |
| title_full |
When the Negotiator Sees Red |
| title_fullStr |
When the Negotiator Sees Red |
| title_full_unstemmed |
When the Negotiator Sees Red |
| title_sort |
when the negotiator sees red |
| publisher |
Institutional Knowledge at Singapore Management University |
| publishDate |
2009 |
| url |
https://ink.library.smu.edu.sg/lkcsb_research/1788 https://ink.library.smu.edu.sg/context/lkcsb_research/article/2787/viewcontent/NegotiatorSees_Red_2009.pdf |
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