The influence of weight bias on processes and outcomes in negotiation
Journal
Psychological Reports
Subject
Organisational Behaviour
Publishing details
Publication Year
2022
Abstract
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.
Keywords
Negotiation; Conflict; Weight bias; Obesity; Offers; Messaging
Available on ECCH
No
