Develops an empirical framework for examining the process and outcome of negotiation. The hypothesis of the proposed model is confirmed indicating that prenegotiation expectations and social power strategy implementation are the most significant predictors of outcome. Also examines the situation and personality traits relevant to the negotiation…

This paper reviews the literature concerning a conceptual model that specifies the antecedent variables that produce selective exposure and the mediating variables that justify why a person selectively exposes himself or herself to information. Two advantages accrue from the model described in the literature. First, the model enhances the…

Consistency theory holds that persons are motivated to behave in ways that maintain a "steady state" cognitively and otherwise; need-fulfillment theory argues that people will act in ways that reinforce their sense of worth and enhance their self-esteem. While consistency theory predicts that low self-esteem persons will exhibit more eye…