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

• Main Authors: TSAI, Ming-Hong, Margaret, Shih
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2014
• Subjects: Industrial and Organizational Psychology
• Online Access: https://ink.library.smu.edu.sg/soss_research/1604
• Institution: Singapore Management University

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.