Impression Management: The Attribution Trap
ONE of the primary tasks of a negotiator is to persuade the other party to an agreement and to lead to a desired behavior. It is, thus, necessary to understand what causes behavioral change. The attribution process is the way that people make sense of the causes of their own and other’s behavior. It consists of three elements: antecedents, attributions, and consequences. Antecedents are the factors internal to the perceiver, such as the amount of information he or she has about the other party and the overall situation, as well as the perceivers’ needs and motives. Based on these factors, the perceiver makes attributions about the presumed cause of behavior of the person being perceived. The ...
Get Negotiation Booster now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
