Sex differences in the effects of visual contact and eye contact in negotiations
Bibliographic Data
| ID | 9004367 |
|---|---|
| Authors | Roderick I Swaab (INSEAD, corresponding author), Dick F Swaab (0000-0002-9665-7845, Netherlands Institute for Neuroscience) |
| Year | 2008 |
| Volume | 45 |
| Issue | 1 |
| Pages | 129-136 |
| Publication date | 2008-07-20 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Experimental Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-1031 • E-ISSN: 1096-0465 |
| Publisher | Elsevier BV (PUBLISHER) |
| DOI | 10.1016/j.jesp.2008.06.009 |
| OpenAlex | W2154176905 |
| Language | EN |
| Citations received | 4 |
| References cited | 45 |
Previous research has proposed that the ability to see others would benefit negotiations. We argue that this view is too narrow and that the impact of visual contact on negotiated agreements depends on the meaning individuals ascribe to either its presence or absence. Based on previous research showing that females are more likely to understand others in the presence of visual contact while males understand others better in the absence of visual contact, we explore how visual contact, eye contact, and sex affect the quality of negotiated agreements in a meta-analysis (Study 1) and a laboratory experiment (Study 2). The two studies combined show that because direct communication via the face facilitates a shared understanding for two unacquainted females, their agreements are of higher quality when they have visual contact compared to when they do not (Study 1), and if they have visual contact, their agreements are better when they have eye contact than when they do not (Study 2). Because communication via the face increases discomfort between two unacquainted males, their agreements are of higher quality when they do not have visual contact (Study 1), and if they do have visual contact, their agreements are better when they have no eye contact than when they do (Study 2)
Affect (linguistics · Cognitive psychology · Developmental psychology · Eye contact · Meaning (existential · Negotiation · Political science · Quality (philosophy · Communication · Conflict Management and Negotiation · Psychology · Psychology of Social Influence · Social and Intergroup Psychology · Social Psychology
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Errors in perception of intentions in a mixed-motive game
Looking and competing
Social interaction basis of cooperators' and competitors' beliefs about others
Constraints and triggers
The Interpersonal Effects of Emotions in Negotiations
Negotiating Globally
Male/Female Gaze in Same-Sex and Mixed-Sex Dyads Gender-Linked Differences and Mutual Influence
Medium of Communication, Differential Power, and Phasing of Concessions
| Unique citing works | 4 |
|---|---|
| Citations per year | 0,27 |
| Citation span | 2011 - 2022 (12) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 3 |