Misattribution of arousal in negotiation : the role of the eye of the beholder
Name
861346105-MIT.pdf
Description
Full printable version
Size
3.57 MB
Format
Adobe PDF
Checksum (MD5)
0d92f528423ac69c83fc0640db686016
Author(s)
Brown, Ashley D. (Ashley Diane)
Advisor(s)
Jared R. Curhan.
Alternative Title
Role of the eye of the beholder
Date Issued
2013
Publisher
Massachusetts Institute of Technology
Abstract
This dissertation examines the impact of physiological arousal on negotiation outcomes. Conventional wisdom and extant prescriptive literature suggest that arousal should be minimized, given its assumed negative effect on negotiations. Prior research on the theory of misattribution of arousal, however, suggests that arousal might polarize outcomes-either in a negative or in a positive direction. Across four studies, I manipulate physiological arousal and measure its effect on subjective and objective negotiation outcomes. Results support the polarization effect. When individuals have more negative prior attitudes toward negotiation, arousal has a detrimental effect on outcomes, in part because arousal is construed as negative affect (e.g., nervousness). In contrast, when individuals have more positive prior attitudes toward negotiation, arousal has a beneficial effect on outcomes, in part because arousal is construed as positive affect (e.g., excitement). These findings have important implications for research on negotiation, especially with respect to the influence of emotions. These findings also extend existing research on the theory of misattribution of arousal, which has in the past predominately focused on the target of evaluation, whereas the current research focuses on the critical role of the perceiver.
Description
Thesis (Ph. D.)--Massachusetts Institute of Technology, Sloan School of Management, 2013.
Cataloged from PDF version of thesis.
Includes bibliographical references (p. 63-71).
Subjects
Sloan School of Management.
MIT Department
Sloan School of Management
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