Interpersonal expectancies,nonverbal communication,and research on negotiation

Conclusion Research on interpersonal expectancy effects and on the processes of nonverbal communication that often play a role in the mediation of these expectancy effects may prove relevant to a better understanding of the processes and outcomes of negotiation. Psychological researchers who investigate these topics have much to learn about social interaction from social scientists who study negotiation. In return, these psychological researchers can bring some interesting bodies of literature and some interesting research methods to bear on the problems of negotiation research. Productive collaboration seems to be a natural and happy consequence. Robert Rosenthal is Professor of Social Psychology at Harvard University, William James Hall, 33 Kirkland St., Cambridge, Mass. 02138. Among his most recent publications isJudgment Studies: Design, Analysis, and Meta-Analysis (New York: Cambridge University Press, 1987).Preparation of this article and much of the research described was supported in part by the National Science Foundation.