دانلود مقاله ISI انگلیسی شماره 59978
عنوان فارسی مقاله

خودپسندی محرک سوء تفاهم در تعارض و مذاکره

کد مقاله سال انتشار مقاله انگلیسی ترجمه فارسی تعداد کلمات
59978 2014 12 صفحه PDF سفارش دهید محاسبه نشده
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عنوان انگلیسی
Egocentrism drives misunderstanding in conflict and negotiation ☆
منبع

Publisher : Elsevier - Science Direct (الزویر - ساینس دایرکت)

Journal : Journal of Experimental Social Psychology, Volume 51, March 2014, Pages 15–26

کلمات کلیدی
تعارض اجتماعی - مذاکره؛ خودپسندی؛ قطبش کاذب
پیش نمایش مقاله
پیش نمایش مقاله خودپسندی محرک سوء تفاهم در تعارض و مذاکره

چکیده انگلیسی

A key barrier to conflict resolution is that parties exaggerate the degree to which the other side's interests oppose their own side's interests. Here we examine egocentrism as a fundamental source of such biased conflict perceptions. We propose that parties rely on their own interests and priorities when estimating those of the other side, and ignore the other side's true interests and priorities. Three experiments involving multi-issue negotiations provide strong evidence of such egocentric misperception. Participants judged their own important issues to be more important to their negotiation opponent, regardless of their opponent's actual interests (Experiment 1). Furthermore, accuracy increased when attention was experimentally focused on the opponent's interests rather than their own (Experiment 2), and perceptions of opponent's interests were more closely related to own interests than to the opponent's actual interests (Experiment 3). In the discussion, we highlight the broader implications of the egocentrism account for other areas of conflict.

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