From self-prediction to self-defeat
Behavioral forecasting, self-fulfilling prophecies, and the effect of competitive expectations
Bibliographic Data
| ID | 6200225 |
|---|---|
| Authors | Kristina A Diekmann (0000-0001-7020-5480, University of Utah), Ann E Tenbrunsel (University of Notre Dame), Adam D Galinsky (0000-0002-5150-6533, Northwestern University) |
| Year | 2003 |
| Volume | 85 |
| Issue | 4 |
| Pages | 672-683 |
| Publication date | 2003-01-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/0022-3514.85.4.672 |
| PMID | 14561121 |
| OpenAlex | W1985724153 |
| Language | EN |
| Citations received | 17 |
| References cited | 40 |
Four studies explored behavioral forecasting and the effect of competitive expectations in the context of negotiations. Study 1 examined negotiators' forecasts of how they would behave when faced with a very competitive versus a less competitive opponent and found that negotiators believed they would become more competitive. Studies 2 and 3 examined actual behaviors during a negotiation and found that negotiators who expected a very competitive opponent actually became less competitive, as evidenced by setting lower, less aggressive reservation prices, making less demanding counteroffers, and ultimately agreeing to lower negotiated outcomes. Finally, Study 4 provided a direct test of the disconnection between negotiators' forecasts for their behavior and their actual behaviors within the same sample and found systematic errors in behavioral forecasting as well as evidence for the self-fulfilling effects of possessing a competitive expectation
Context (archaeology) · Disconnection · Negotiation · Overconfidence effect · Conflict Management and Negotiation · Experimental Behavioral Economics Studies · Psychology · Social and Intergroup Psychology · Social Psychology
Competition and intergroup bias
Claiming a large slice of a small pie
Power reduces the press of the situation
Social Conflict
Sexual harassment in work organizations
Before the first move
Shorn Scalps and Perceptions of Male Dominance
Behavioral Ethics Meets Legal Ethics
Social categorization in interpersonal negotiation
Future Comparative Competitiveness Under the Same Roof
Support Theory in Negotiation
The cheater’s high
Nature With a Human Touch
A Virtue-Based Framework to Support Putting AI Ethics into Practice
Achieving difficult agreements
Good intentions aren't good enough
The mismatch effect
Handbook of motivation and cognition
Out of Control
Paranoid Cognition in Social Systems
Obedience to authority
The psychology of interpersonal relations.
The Self-Fulfilling Prophecy
The sinister attribution error
Attitudes vs. Actions
Expectancy confirmation processes arising in the social interaction sequence
The prediction of self-reported and hypothetical tax-evasion
Why did he do it? attribution of obedience and the phenomenon of dispositional bias
Real Versus Imagined Gender Harassment
The inference of intentions from moves in the Prisoner's Dilemma game
On the self-erasing nature of errors of prediction
The role of construal processes in overconfident predictions about the self and others
The role of feasibility and desirability considerations in near and distant future decisions
Effect of temporal perspective on subjective confidence
Focalism
Self-prediction
"Feeling "holier than thou
An experimental analysis of the contrast effect and its implications for intergroup communication and the indirect assessment of attitude
Self-perceptions following social interaction
"Exploring the "planning fallacy
Behavior, communication, and assumptions about other people's behavior in a commons dilemma situation
Overconfident prediction of future actions and outcomes by self and others
Misanthropic person memory
The need to belong
| Unique citing works | 17 |
|---|---|
| Citations per year | 0,85 |
| Citation span | 2006 - 2026 (21) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 15 |