NCJ Number
120282
Journal
Negotiation Journal Volume: 5 Issue: 3 Dated: (July 1989) Pages: 219-222
Date Published
1989
Length
4 pages
Annotation
Participants at an international conference of negotiators demonstrated that unconscious biases can damage negotiations and threaten settlements.
Abstract
Fifty participants at the Salzburg Seminar listed stereotyped assessments of people from other cultures and nations. Many of the stereotypes were negative and illustrated that negotiators often harbor unconscious but nevertheless damaging perceptions about those on the other side of the negotiating table. Prejudicial stereotyping can become ingrained and can cause negotiators to view one another as problems instead of as colleagues working together to solve problems. 1 footnote.