How suspicion mitigates the effect of influence tactics

Shweta Oza, Joydeep Srivastava, Nevena T. Koukova

Research output: Contribution to journalArticle

12 Scopus citations

Abstract

This research examines the role of suspicion in moderating the effect of psychological factors on satisfaction with bargaining outcomes. A suspicious mindset is induced by activating persuasion knowledge or the extent to which bargainers have knowledge about a psychological factor and recognize its potential persuasive influence. The results of four studies suggest that while time taken by an opponent to respond (Studies 1A and 1B), opponent providing a reference price that frames the outcome as a gain (Study 2), and opponent expressing unhappiness with an outcome (Study 3) increase satisfaction with bargaining outcome when bargainers' persuasion knowledge is not activated, these factors are rendered ineffective in increasing satisfaction when persuasion knowledge is activated. This research activates persuasion knowledge in three different ways (through priming, altering opponent's description, and providing an opportunity for gaming) and demonstrates that it is sufficient to induce a suspicious mindset that allows the associated defense mechanisms and coping strategies to guard against influence tactics.

Original languageEnglish (US)
Pages (from-to)1-10
Number of pages10
JournalOrganizational Behavior and Human Decision Processes
Volume112
Issue number1
DOIs
StatePublished - May 2010

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Keywords

  • Attributions
  • Bargaining
  • Delay
  • Emotions
  • Negotiations
  • Persuasion knowledge
  • Reference point
  • Suspicion

ASJC Scopus subject areas

  • Organizational Behavior and Human Resource Management
  • Applied Psychology

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