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The influence of weight bias on processes and outcomes in negotiation


Psychological Reports

Authors / Editors

Arnold J A;O'Connor K M;Gladstone E

Publication Year



In two studies, using a mix of samples, we examined the influence of weight bias on behaviours in competitive, potentially high stakes situations. As predicted, weight bias directed focal actors’ treatment of counterparts in a negotiation. Negotiators made lower value offers to overweight counterparts relative to average-weight counterparts. In addition, overweight counterparts also received more negative messages over the course of their negotiation and were evaluated less favourably after the negotiation than average-weight counterparts.


Negotiation; Conflict; Weight bias; Obesity; Offers; Messaging

Available on ECCH


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