Time pressure and closing of the mind in negotiation

By Carsten K. W. De Dreu. 2003

305 citations recorded by the source corpus.

Subfields: Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/50bb9b30236171b23daa88a85a34e94e8ce0add7

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Citations in the corpus

An interpersonal approach to emotion in social decision making: the emotions as social information model (2010, background): “In their analysis of interdependence structures, De Dreu and Carnevale (2003) distinguished between ‘‘coordination’’ and ‘‘agreement’’ situations.”
Motivated Information Processing in Group Judgment and Decision Making (2008, background): “…it is important to note that decision urgency and the felt time pressures it engenders by itself may lower epistemic motivation and drive group members to rely on well-learned principles and routines (cf. De Dreu, 2003; De Grada, Kruglanski, Mannetti, & Pierro, 1999; Kruglanski & Freund, 1983).”
Time is money - Time pressure, incentives, and the quality of decision-making (2006, background): “8 De Dreu (2003) provides a good overview of the psychological literature on time pressure and information processing.”
Emotions as strategic information: Effects of other’s emotional expressions on fixed-pie perception, demands, and integrative behavior in negotiation (2008, unknown): “…to engage in distributive bargaining and to forego possibilities for integrative agreement, typically resulting in suboptimal agreements (De Dreu, 2003; De Dreu, Koole & Steinel, 2000; Gelfand & Christakopoulou, 1999; Harinck, De Dreu & Van Vianen, 2000; Pinkley, Griffith, & Northcraft,…”
A theory of heuristic and systematic information processing. (2012, background): “For example, De Dreu (2003) examined the effect of time pressure on fixed-pie perceptions.”
Motivated information processing in organizational teams: Progress, puzzles, and prospects (2012, unknown): “Taken from De Dreu et al. (2008).”
The Interpersonal Dynamics of Emotion: Toward an Integrative Theory of Emotions as Social Information (2018, unknown): “…by factors such as environmental noise (Kruglanski & Webster, 1991), mental fatigue (Webster, Richter, & Kruglanski, 1996), time pressure (De Dreu, 2003; Van Kleef, De Dreu, & Manstead, 2004b), and power (De Dreu & Van Kleef, 2004; Fiske & Dépret, 1996; Keltner, Van Kleef, Chen, & Kraus,…”
Group Creativity and Innovation: A Motivated Information Processing Perspective (2011, methodology): “The MIP-G model (De Dreu et al., 2008) builds on the view of groups as information processors developed by Hinsz, Tindale, and Vollrath (1997). Both perspectives assume that individual group members search and process information, and that through communication individual-level information processin”
The interpersonal effects of emotions in negotiations: a motivated information processing approach. (2004, methodology): “…opinion deviates (Kruglanski & Webster, 1991), reduce the reliance on fixed-pie perceptions in negotiations (De Dreu, 2003; De Dreu, Koole, & Steinel, 2000), and increase the tendency to engage in systematic information processing (De Dreu, 2003; De Dreu et al., 1999; Mayseless & Kruglanski, 1987).”
Cooperative outcome interdependence, task reflexivity, and team effectiveness: a motivated information processing perspective. (2007, background): “For example, individuals under low rather than high time pressure tend to engage in systematic information processing and are less influenced by inadequate heuristics ( De Dreu, 2003; Kruglanski & Freund, 1983).”
Emotional Dynamics and Strategizing Processes: A Study of Strategic Conversations in Top Team Meetings (2014, background): “We suggest that such processes may have been possible because the lack of urgency highlighted early on encouraged expansiveness in team members, both in their contributions and in their openness to those of others (Amabile, 1998; De Dreu, 2003).”