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The Influence of Weight Bias on Processes and Outcomes in Negotiation
Josh A Arnold1,2, Kathleen M O'Connor3,2, Eric Gladstone2
1Department of Management/HRM, California State University, Long Beach, CA, USA.
Abstract:
In two studies, using a mix of samples, we examined the influence of weight bias on behaviors in competitive, potentially high stakes situations. As predicted, weight bias directed focal actors' treatment of counterparts in a negotiation. Negotiators made lower value offers to overweight counterparts relative to average-weight counterparts. In addition, overweight counterparts also received more negative messages over the course of their negotiation and were evaluated less favorably after the negotiation than average-weight counterparts.
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