A Biosocial Approach to Negotiation

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dc.contributor.advisorGelfand, Michele J.en_US
dc.contributor.authorSeverance, Lauraen_US
dc.contributor.departmentPsychologyen_US
dc.contributor.publisherDigital Repository at the University of Marylanden_US
dc.contributor.publisherUniversity of Maryland (College Park, Md.)en_US
dc.date.accessioned2011-07-08T05:34:57Z
dc.date.available2011-07-08T05:34:57Z
dc.date.issued2011en_US
dc.description.abstractThe current study advances a biosocial model of negotiation, in which the effects of estradiol and opponent gender on competitive behavior are examined. Sixty-four female participants engaged in a computer-mediated negotiation simulation and completed measures assessing psychological distance, negotiation goals, opponent perceptions, and self-presentation concerns. Results demonstrated that psychological distance, estradiol, and opponent gender interact to predict competitive and conciliatory negotiation behavior. This study carries substantial implications for conflict management theory and practice as it illustrates the joint influence of biological and social situational factors on negotiation behavior.en_US
dc.identifier.urihttp://hdl.handle.net/1903/11780
dc.subject.pqcontrolledPsychologyen_US
dc.subject.pquncontrolledEvolutionary Psychologyen_US
dc.subject.pquncontrolledGenderen_US
dc.subject.pquncontrolledNegotiationen_US
dc.subject.pquncontrolledOrganizational Psychologyen_US
dc.titleA Biosocial Approach to Negotiationen_US
dc.typeThesisen_US

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