A counterpart’s feminine face signals cooperativeness and encourages negotiators to compete

•When people choose negotiation counterparts, they prefer men and women with more feminine faces.•Preferences for feminine faces are reversed when people select negotiation agents.•Negotiators believe feminine faced counterparts are going to behave more cooperatively.•Negotiators demand relatively m...

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Veröffentlicht in:	Organizational behavior and human decision processes 2014-09, Vol.125 (1), p.18-25
Hauptverfasser:	Gladstone, Eric, O’Connor, Kathleen M.
Format:	Artikel
Sprache:	eng
Schlagworte:	Bargaining Competitive negotiation Concessions Cooperation Cooperative negotiation Decision making Experiments Facial-femininity Femininity Feminism Impressions Negotiation Organizational behavior Preferences Signals Stereotypes Studies
Online-Zugang:	Volltext
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