From self-prediction to self-defeat: behavioral forecasting, self-fulfilling prophecies, and the effect of competitive expectations.

@article{Diekmann2003FromST,
  title={From self-prediction to self-defeat: behavioral forecasting, self-fulfilling prophecies, and the effect of competitive expectations.},
  author={Kristina A Diekmann and Ann E. Tenbrunsel and Adam D. Galinsky},
  journal={Journal of personality and social psychology},
  year={2003},
  volume={85 4},
  pages={672-83}
}
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… CONTINUE READING

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