Social Perception and Social Categorization in Negotiation

在个人之间和群体之间的谈判和冲突的所有方面，都存在着关于人类判断和决策中的偏见的基本理论问题。本研究考察了社会知觉在人际冲突中判断错误的发展、维持和修正中的作用。一线调查考察了谈判中的基本社会认知过程，以及可能减少社会认知偏差的因素。这些研究集中在谈判中的判断错误是否主要是由于接受信息的偏见或沟通或信息交流的错误。在对谈判中行为确认的研究中，我们也探讨了这两个过程的动态效应。这项调查考察了感知者的期望如何影响他们对对手的行为，并可能引发对手的预期确认行为。第二条线研究社会分类过程和协商。这些研究考察了与自己的社会群体成员进行的谈判是否比与外部群体成员进行的谈判更有成效。此外，这些研究还考察了一个人的表现在多大程度上影响了他或她的团队的福利，从而影响了与团队外成员谈判达成的协议的质量。这些研究对提高人际谈判和群体间关系的质量具有重要的现实意义。

In all aspects of negotiation and conflict among individuals and among groups, there are fundamental theoretical questions concerning biases in human judgment and decision-making. This project examines the role of social perception in the development, maintenance and revision of judgment error in interpersonal conflicts. The first line of investigation examines basic social perception processes in negotiation and factors that may reduce biases in social perception. These studies focus on whether judgment error in negotiation is primarily due to biases in the reception of information or faulty communication or information exchange. The dynamic effect of the two processes is also explored in an investigation of behavioral confirmation in negotiation. This investigation examines how perceivers' expectancies influence their behavior toward their opponent and may elicit expectancy-confirming behavior from the opponent. The second line of research investigates social categorization processes and negotiation. These studies examine whether negotiations with members of one's own social group are more or less productive than negotiations conducted with members of an outside group. In addition, these studies examine how the quality of negotiated agreements conducted with out-group members is affected by the degree to which one's performance affects the welfare of his or her group. These studies have important practical implications for enhancing the quality of interpersonal negotiations and intergroup relations.