Peter J Carnevale
Biographic Data
| ID | 4233137 |
|---|---|
| NAME | Peter J Carnevale |
| GIVEN NAMES | Peter J |
| FAMILY NAME | Carnevale |
| SIGNATURE | CARNEVALE P J |
| AFFILIATIONS | University of Illinois Urbana-Champaign |
| VERIFIED | No |
| TOTAL WORKS | 22 |
| TOTAL CITATIONS | 177 |
| AUTHOR COUNT | 22 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 1980 |
| LATEST PUBLICATION YEAR | 2020 |
| H-INDEX | 9 |
Virtual (freedom from) reality: Evaluation apprehension and leaders’ preference for communicating through avatars
Reading people’s minds from emotion expressions in interdependent decision making
How do people make inferences about other people's minds from their emotion displays? The ability to infer others' beliefs, desires, and intentions from their facial expressions should be especially important in interdependent decision making when people make decisions from beliefs about the others' intention to cooperate. Five experiments tested the general proposition that people follow principles of appraisal when making inferences from emotio…
Negotiation from a near and distant time perspective
Across 3 experiments, the authors examined the effects of temporal distance on negotiation behavior. They found that greater temporal distance from negotiation decreased preference for piecemeal, single-issue consideration over integrative, multi-issue consideration (Experiment 1). They also found that greater temporal distance from an event being negotiated increased interest in conceding on the lowest priority issue and decreased interest in co…
Disparate Methods and Common Findings in the Study of Negotiation
In this article, we compare the relative popularity of a wide variety of methods and techniques used in the study of conflict and negotiation across five domains of inquiry: political science, communication sciences, social and personality psychology, economics, and organizational behavior. An analysis of articles on conflict and negotiation published between 1997 and 2001 suggests that laboratory experiments that entail coding of behavior and se…
Methods of Negotiation Research II
Laboratory Experiments on Negotiation and Social Conflict
This article describes how laboratory experiments are used by social psychologists and those in related fields to study conflict, negotiation, and mediation. In a laboratory experiment, the researcher experimentally controls one or more variables in controlled, artificial settings that induce processes likely to occur naturally. Laboratory experiments are the primary method used to establish cause-and-effect relationships among variables and to r…
Methods of Negotiation Research: Introduction
Culture and Deception in Business Negotiations: A Multilevel Analysis
This article investigates the relationship between culture, personality, and deception in a simulated international management negotiation at multiple levels of analysis. `Deception' was operationalized here as the propensity to lie and bribe. As predicted, at the cultural level the results from a scenario study with 1583 participants from eight cultures suggested that cultural collectivism was positively related to reported use of deception in n…
Social values and social conflict in creative problem solving and categorization
Participants were led to expect either cooperation or conflict, and then performed K. Duncker's (1945) functional-fixedness task (Experiment 1) or E. Rosch's (1975) categorization task (Experiment 2). Those who expected cooperation, compared with those who expected conflict, were more likely to solve Duncker's task and used categories more inclusively, that is, rated low-prototypic exemplars of a category as better members of the category. In Exp…
Outcome Frames in Bilateral Negotiation: Resistance to Concession Making and Frame Adoption
This chapter reviews research and theory concerned with outcome frames in negotiation—the negotiator's conception of the dispute as involving gains (gain frame) or losses (loss frame). We argue that because losses are more aversive than equivalent gains are attractive, loss framed negotiators should display greater resistance to concession making and settle less easily than negotiators with a gain frame. A review of frame research supports this a…
Partisanship Effects in Judgments of Fairness and Trust in Third Parties in the Palestinian-Israeli Conflict
This study tested the hypothesis that partisanship influences judgments of fairness and trustworthiness in the mediation of social conflict. Subjects evaluated third party proposals for resolving the conflict in Jerusalem. A2×2×4 factorial design examined (1) partisanship of the subject, either partisan (pro-Israeli) or nonpartisan (neutral); (2) content bias of third party proposals, where the substance of the proposal was either (a) pro-Israeli…
Negotiation and Mediation
A revolution in the science of emotion has emerged in recent decades, with the potential to create a paradigm shift in decision theories. The research reveals that emotions constitute potent, pervasive, predictable, sometimes harmful and sometimes ...Read More
General Alignment and Overt Support in Biased Mediation
This experiment examined the influence of mediators' interests and outcome recommendations on disputants' perceptions and behavior. A distinction (following Pruitt, 1983) was made between two types of mediator bias: general alignment and overt support. In the general alignment variable, participants dealt with a mediator who was aligned either: (a) with them - mediator outcomes were positively correlated with their own, or (b) against them - medi…
Contingencies in the mediation of disputes
Although it is widely recognized that the behavior of mediators in resolving disputes is often contingent on the characteristics of disputes, little systematic research has examined mediators' perceptions of the contingent use or effectiveness of their behavior. We surveyed 255 professional mediators about the features of the disputes they encountered, the tactics they used, and the outcomes they achieved in their most recently completed case. Co…
Gender effects in negotiation: Constituent surveilance and contentious behavior
Time Pressure and the Development of Integrative Agreements in Bilateral Negotiations
A laboratory experiment examined the effects of time pressure on the process and outcome of integrative bargaining. Time pressure was operationalized in terms of the amount of time available to negotiate. As hypothesized, high time pressure produced nonagreements and poor negotiation outcomes only when negotiators adopted an individualistic orientation; when negotiators adopted a cooperative orientation, they achieved high outcomes regardless of …
The Selection of Mediation Tactics in Public Sector Disputes: A Contingency Analysis
How do professional mediators decide what tactics to use in public sector disputes? The present study was designed to evaluate the general proposition that mediators tailor their tactics to the particular dispute circumstances. The respondents were 32 mediators working with the Iowa Public Employment Relations Board. Interviews with these mediators were followed by a questionnaire that asked them to rate, for one case, the extent to which the dis…
Effects of Future Dependence, Liking, and Repeated Requests for Help on Helping Behavior
The joint effect on helping behavior of liking and dependence on anotherforfuture rewards was examined. It was hypothesized that future dependence produces more helping behavior between people who like one another than between people who dislike one another. This hypothesis was derived from the Pruitt and Kimmel (1977) goallexpectation theory, a theory developed to interpret certain findings about cooperation in the prisonet's dilemma game. The h…
Matching and mismatching: The effect of own limit, other's toughness, and time pressure on concession rate in negotiation
Looking and competing: Accountability and visual access in integrative bargaining
This research was designed to reconcile conflicting findings about the impact of negotiator accountability on process and outcome. Some studies have found that high accountability produces more pressure (dominance) tactics and lower joint than low accountability. Other studies have found no accountability effects. Results of the present research suggest that negotiators' visual accessibility is a moderator of the effects of accountability. Accoun…
A different perspective on androgyny: Evaluations of masculine and feminine personality characteristics
Effects of trust, aspiration, and gender on negotiation tactics
Time Pressure and the Development of Integrative Agreements in Bilateral Negotiations
A laboratory experiment examined the effects of time pressure on the process and outcome of integrative bargaining. Time pressure was operationalized in terms of the amount of time available to negotiate. As hypothesized, high time pressure produced nonagreements and poor negotiation outcomes only when negotiators adopted an individualistic orientation; when negotiators adopted a cooperative orientation, they achieved high outcomes regardless of …
Culture and Deception in Business Negotiations: A Multilevel Analysis
This article investigates the relationship between culture, personality, and deception in a simulated international management negotiation at multiple levels of analysis. `Deception' was operationalized here as the propensity to lie and bribe. As predicted, at the cultural level the results from a scenario study with 1583 participants from eight cultures suggested that cultural collectivism was positively related to reported use of deception in n…
Negotiation from a near and distant time perspective
Across 3 experiments, the authors examined the effects of temporal distance on negotiation behavior. They found that greater temporal distance from negotiation decreased preference for piecemeal, single-issue consideration over integrative, multi-issue consideration (Experiment 1). They also found that greater temporal distance from an event being negotiated increased interest in conceding on the lowest priority issue and decreased interest in co…
Looking and competing: Accountability and visual access in integrative bargaining
This research was designed to reconcile conflicting findings about the impact of negotiator accountability on process and outcome. Some studies have found that high accountability produces more pressure (dominance) tactics and lower joint than low accountability. Other studies have found no accountability effects. Results of the present research suggest that negotiators' visual accessibility is a moderator of the effects of accountability. Accoun…
Effects of trust, aspiration, and gender on negotiation tactics
Social values and social conflict in creative problem solving and categorization
Participants were led to expect either cooperation or conflict, and then performed K. Duncker's (1945) functional-fixedness task (Experiment 1) or E. Rosch's (1975) categorization task (Experiment 2). Those who expected cooperation, compared with those who expected conflict, were more likely to solve Duncker's task and used categories more inclusively, that is, rated low-prototypic exemplars of a category as better members of the category. In Exp…
Gender effects in negotiation: Constituent surveilance and contentious behavior
The Selection of Mediation Tactics in Public Sector Disputes: A Contingency Analysis
How do professional mediators decide what tactics to use in public sector disputes? The present study was designed to evaluate the general proposition that mediators tailor their tactics to the particular dispute circumstances. The respondents were 32 mediators working with the Iowa Public Employment Relations Board. Interviews with these mediators were followed by a questionnaire that asked them to rate, for one case, the extent to which the dis…
Matching and mismatching: The effect of own limit, other's toughness, and time pressure on concession rate in negotiation
Contingencies in the mediation of disputes
Although it is widely recognized that the behavior of mediators in resolving disputes is often contingent on the characteristics of disputes, little systematic research has examined mediators' perceptions of the contingent use or effectiveness of their behavior. We surveyed 255 professional mediators about the features of the disputes they encountered, the tactics they used, and the outcomes they achieved in their most recently completed case. Co…
Reading people’s minds from emotion expressions in interdependent decision making
How do people make inferences about other people's minds from their emotion displays? The ability to infer others' beliefs, desires, and intentions from their facial expressions should be especially important in interdependent decision making when people make decisions from beliefs about the others' intention to cooperate. Five experiments tested the general proposition that people follow principles of appraisal when making inferences from emotio…
Partisanship Effects in Judgments of Fairness and Trust in Third Parties in the Palestinian-Israeli Conflict
This study tested the hypothesis that partisanship influences judgments of fairness and trustworthiness in the mediation of social conflict. Subjects evaluated third party proposals for resolving the conflict in Jerusalem. A2×2×4 factorial design examined (1) partisanship of the subject, either partisan (pro-Israeli) or nonpartisan (neutral); (2) content bias of third party proposals, where the substance of the proposal was either (a) pro-Israeli…
General Alignment and Overt Support in Biased Mediation
This experiment examined the influence of mediators' interests and outcome recommendations on disputants' perceptions and behavior. A distinction (following Pruitt, 1983) was made between two types of mediator bias: general alignment and overt support. In the general alignment variable, participants dealt with a mediator who was aligned either: (a) with them - mediator outcomes were positively correlated with their own, or (b) against them - medi…
A different perspective on androgyny: Evaluations of masculine and feminine personality characteristics
Laboratory Experiments on Negotiation and Social Conflict
This article describes how laboratory experiments are used by social psychologists and those in related fields to study conflict, negotiation, and mediation. In a laboratory experiment, the researcher experimentally controls one or more variables in controlled, artificial settings that induce processes likely to occur naturally. Laboratory experiments are the primary method used to establish cause-and-effect relationships among variables and to r…
Effects of Future Dependence, Liking, and Repeated Requests for Help on Helping Behavior
The joint effect on helping behavior of liking and dependence on anotherforfuture rewards was examined. It was hypothesized that future dependence produces more helping behavior between people who like one another than between people who dislike one another. This hypothesis was derived from the Pruitt and Kimmel (1977) goallexpectation theory, a theory developed to interpret certain findings about cooperation in the prisonet's dilemma game. The h…
Effects of trust, aspiration, and gender on negotiation tactics
Looking and competing: Accountability and visual access in integrative bargaining
This research was designed to reconcile conflicting findings about the impact of negotiator accountability on process and outcome. Some studies have found that high accountability produces more pressure (dominance) tactics and lower joint than low accountability. Other studies have found no accountability effects. Results of the present research suggest that negotiators' visual accessibility is a moderator of the effects of accountability. Accoun…
A different perspective on androgyny: Evaluations of masculine and feminine personality characteristics
Effects of Future Dependence, Liking, and Repeated Requests for Help on Helping Behavior
The joint effect on helping behavior of liking and dependence on anotherforfuture rewards was examined. It was hypothesized that future dependence produces more helping behavior between people who like one another than between people who dislike one another. This hypothesis was derived from the Pruitt and Kimmel (1977) goallexpectation theory, a theory developed to interpret certain findings about cooperation in the prisonet's dilemma game. The h…
Matching and mismatching: The effect of own limit, other's toughness, and time pressure on concession rate in negotiation
The Selection of Mediation Tactics in Public Sector Disputes: A Contingency Analysis
How do professional mediators decide what tactics to use in public sector disputes? The present study was designed to evaluate the general proposition that mediators tailor their tactics to the particular dispute circumstances. The respondents were 32 mediators working with the Iowa Public Employment Relations Board. Interviews with these mediators were followed by a questionnaire that asked them to rate, for one case, the extent to which the dis…
Gender effects in negotiation: Constituent surveilance and contentious behavior
Time Pressure and the Development of Integrative Agreements in Bilateral Negotiations
A laboratory experiment examined the effects of time pressure on the process and outcome of integrative bargaining. Time pressure was operationalized in terms of the amount of time available to negotiate. As hypothesized, high time pressure produced nonagreements and poor negotiation outcomes only when negotiators adopted an individualistic orientation; when negotiators adopted a cooperative orientation, they achieved high outcomes regardless of …
Contingencies in the mediation of disputes
Although it is widely recognized that the behavior of mediators in resolving disputes is often contingent on the characteristics of disputes, little systematic research has examined mediators' perceptions of the contingent use or effectiveness of their behavior. We surveyed 255 professional mediators about the features of the disputes they encountered, the tactics they used, and the outcomes they achieved in their most recently completed case. Co…
General Alignment and Overt Support in Biased Mediation
This experiment examined the influence of mediators' interests and outcome recommendations on disputants' perceptions and behavior. A distinction (following Pruitt, 1983) was made between two types of mediator bias: general alignment and overt support. In the general alignment variable, participants dealt with a mediator who was aligned either: (a) with them - mediator outcomes were positively correlated with their own, or (b) against them - medi…
Negotiation and Mediation
A revolution in the science of emotion has emerged in recent decades, with the potential to create a paradigm shift in decision theories. The research reveals that emotions constitute potent, pervasive, predictable, sometimes harmful and sometimes ...Read More
Partisanship Effects in Judgments of Fairness and Trust in Third Parties in the Palestinian-Israeli Conflict
This study tested the hypothesis that partisanship influences judgments of fairness and trustworthiness in the mediation of social conflict. Subjects evaluated third party proposals for resolving the conflict in Jerusalem. A2×2×4 factorial design examined (1) partisanship of the subject, either partisan (pro-Israeli) or nonpartisan (neutral); (2) content bias of third party proposals, where the substance of the proposal was either (a) pro-Israeli…
Outcome Frames in Bilateral Negotiation: Resistance to Concession Making and Frame Adoption
This chapter reviews research and theory concerned with outcome frames in negotiation—the negotiator's conception of the dispute as involving gains (gain frame) or losses (loss frame). We argue that because losses are more aversive than equivalent gains are attractive, loss framed negotiators should display greater resistance to concession making and settle less easily than negotiators with a gain frame. A review of frame research supports this a…
Social values and social conflict in creative problem solving and categorization
Participants were led to expect either cooperation or conflict, and then performed K. Duncker's (1945) functional-fixedness task (Experiment 1) or E. Rosch's (1975) categorization task (Experiment 2). Those who expected cooperation, compared with those who expected conflict, were more likely to solve Duncker's task and used categories more inclusively, that is, rated low-prototypic exemplars of a category as better members of the category. In Exp…
Culture and Deception in Business Negotiations: A Multilevel Analysis
This article investigates the relationship between culture, personality, and deception in a simulated international management negotiation at multiple levels of analysis. `Deception' was operationalized here as the propensity to lie and bribe. As predicted, at the cultural level the results from a scenario study with 1583 participants from eight cultures suggested that cultural collectivism was positively related to reported use of deception in n…
Methods of Negotiation Research: Introduction
Disparate Methods and Common Findings in the Study of Negotiation
In this article, we compare the relative popularity of a wide variety of methods and techniques used in the study of conflict and negotiation across five domains of inquiry: political science, communication sciences, social and personality psychology, economics, and organizational behavior. An analysis of articles on conflict and negotiation published between 1997 and 2001 suggests that laboratory experiments that entail coding of behavior and se…
Methods of Negotiation Research II
Laboratory Experiments on Negotiation and Social Conflict
This article describes how laboratory experiments are used by social psychologists and those in related fields to study conflict, negotiation, and mediation. In a laboratory experiment, the researcher experimentally controls one or more variables in controlled, artificial settings that induce processes likely to occur naturally. Laboratory experiments are the primary method used to establish cause-and-effect relationships among variables and to r…
Negotiation from a near and distant time perspective
Across 3 experiments, the authors examined the effects of temporal distance on negotiation behavior. They found that greater temporal distance from negotiation decreased preference for piecemeal, single-issue consideration over integrative, multi-issue consideration (Experiment 1). They also found that greater temporal distance from an event being negotiated increased interest in conceding on the lowest priority issue and decreased interest in co…
Reading people’s minds from emotion expressions in interdependent decision making
How do people make inferences about other people's minds from their emotion displays? The ability to infer others' beliefs, desires, and intentions from their facial expressions should be especially important in interdependent decision making when people make decisions from beliefs about the others' intention to cooperate. Five experiments tested the general proposition that people follow principles of appraisal when making inferences from emotio…
Virtual (freedom from) reality: Evaluation apprehension and leaders’ preference for communicating through avatars
Psychology (20 works) · Social Psychology (20 works) · Conflict Management and Negotiation (16 works) · Social Psychology (14 works) · Negotiation (12 works) · Political science (12 works) · Law (9 works) · Law (8 works) · Mediation (7 works) · Sociology (7 works)