givers are more accurate
:
Dawne S. Vogt and C. Randall Colvin, “Interpersonal Orientation and the Accuracy of Personality
Judgments,”
Journal of Personality
71 (2003): 267–295.
Givers see individual differences
:
Harold H. Kelley and Anthony J. Stahelski, “The Inference of Intentions from Moves in the
Prisoner’s Dilemma Game,”
Journal of Experimental Social Psychology
6 (1970): 401–419; see also Nancy L. Carter and J.
Mark Weber, “Not Pollyannas: Higher Generalized Trust Predicts Lie Detection Ability,”
Social Psychological and Personality
Science
1 (2010): 274-279.
Strangers and dating couples
:
William R. Fry, Ira J. Firestone, and David L. Williams, “Negotiation Process and Outcome of Stranger
Dyads and Dating Couples: Do Lovers Lose?”
Basic and Applied Social Psychology
4 (1983): 1–16.
appeal to Rich’s self-interest
:
see E. Gil Clary, Mark Snyder, Robert D. Ridge, Peter K. Miene, and Julie A. Haugen, “Matching
Messages to Motives in Persuasion: A Functional Approach to Promoting Volunteerism,”
Journal of Applied Social
Psychology
24 (1994): 1129–1149.
empathize at the bargaining table
:
Adam D. Galinsky, William W. Maddux, Debra Gilin, and Judith B. White, “Why It Pays to Get
Inside the Head of Your Opponent: The Differential Effects of Perspective Taking and Empathy on Negotiation,”
Psychological
Science
19 (2008): 378–384.
cooperative when working with cooperative partners
:
Paul A. M. Van Lange, “The Pursuit of Joint Outcomes and Equality in
Outcomes: An Integrative Model of Social Value Orientation,”
Journal of Personality and Social Psychology
77 (1999): 337–
349; see also Jennifer Chatman and Sigal Barsade, “Personality, Organizational Culture, and Cooperation: Evidence from a
Business Simulation,”
Administrative Science Quarterly
40 (1995): 423–443.
Dostları ilə paylaş: |