Table of Contents

Overview

Roots - Theoretical Orientations

Roots - Theoretical Orientations

Negotiation Paradigm 1 of 2

Negotiation Paradigm 2 of 2

Study 1 - EPA - 1996

Study 1 - Method

Study 1 - Method 14 Item Evaluation Scale

Study 1 - Results - Overview

Study 1 - Dominance Manipulation Check

Study 1 - Evaluation Scale - Success Script (1-6-8)

Study 1 - Evaluation Scale - Success Script (1-6-8) DV: Submissive Minus Dominant Evaluation 

Study 1 - Evaluation Scale - Success Script (1-6-8) DV: Submissive Minus Dominant Evaluation 

Study 1 - Summary Success Script

Study 1 - Evaluation Scale - Failure Script (4-4-4)

Study 1 - Evaluation Scale - Failure Script (4-4-4) DV: Submissive Minus Dominant Target 

Study 1 - Evaluation Scale - Failure Script (4-4-4) DV: Submissive Minus Dominant Target 

Study 1 - Summary Failure Script

Study 1 - Caveats

Study 2 - APA - 1997

Study 2 - Method

Study 2 - Results - Overview

Study 2 - Dominance Manipulation Check

Study 2 - Evaluation Scale - Failure Script (4-4-4)

Study 2 - Evaluation Scale - Failure Script (4-4-4) DV: Submissive Minus Dominant Target 

Study 2 - Evaluation Scale - Failure Script (4-4-4) DV: Submissive Minus Dominant Target 

Study 2 - Summary

General Conclusions

Email: cbrown@wittenberg.edu

Home Page: Cliff Brown's Home Page