Social value orientation and impression formation: a test of two competing hypotheses about information search in negotiation
The International Journal of Conflict Management
Faculty of Social and Behavioural Sciences (FMG)
Psychology Research Institute (PsyRes)
Two experiments investigated negotiators' information search strategies as a function of other's personality (cooperative
vs. competitive vs. unknown) and own social value orientation (pro-social vs. selfish). In Experiment 1, participants selected
questions about other's intention to cooperate or to compete. In Experiment 2, participants generated questions themselves,
which were coded as asking about cooperation or competition. Consistent with the false-consensus hypothesis (Ross, Greene,
& House, 1977) and inconsistent with the triangle hypothesis (Kelley & Stahelski, 1970), selfish negotiators who had
no information about the other's personality asked more questions about other's intention to compete, and pro-social negotiators
asked more questions about other's intention to cooperate. Furthermore, both selfish and pro-social negotiators engaged in
confirmatory information search. Implications in terms of a self-fulfilling prophecy are discussed.
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