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...