When the Negotiator Sees Red

• Main Authors: NARAYANAN, Jayanth, REB, Jochen, CHEN, Jianwen, ZHENG, Xue
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2009
• Subjects: Organizational Behavior and Theory
• Online Access: 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
• Institution: Singapore Management University

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...