Showing results 11 - 14 of 14
Lack of trust is a key barrier to collaboration across ideological divides. Across five preregistered experiments, we find that people judge those who support their opinions with…
Vol. 49, Pages 780-785
Conversation is a fundamental part of everyday life. People share word of mouth, customers talk to salespeople, and managers discuss market strategies. This session examines…
Vol. 117, Issue 6, Pages 1139-1144
In a recent article published in Journal of Personality and Social Psychology (JPSP; Huang, Yeomans, Brooks, Minson, & Gino, 2017), we reported the results of 2 experiments…
Vol. 65, Issue 12, Pages 5813-5837
When entering into a negotiation, individuals have the choice to enact a variety of communication styles. We test the differential impact of being “warm and friendly” versus “…