In negotiation, consistency, or the consistency principle, refers to a negotiator's strong psychological need to be consistent with prior acts and statements. The consistency principle states that people are motivated toward cognitive consistency and will change their attitudes, beliefs, perceptions and actions to achieve it. Robert Cialdini and his research team have conducted extensive research into what Cialdini refers to as the 'Consistency Principle of Persuasion'. Described in his book Influence Science and Practice, this principle states that people live up to what they have publicly said they will do and what they have written down. Cialdini encourages people to have others write down their commitments as a route to having others live up to their promises.
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| - Konsistenz (Psychologie) (de)
- Consistency (negotiation) (en)
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| - In negotiation, consistency, or the consistency principle, refers to a negotiator's strong psychological need to be consistent with prior acts and statements. The consistency principle states that people are motivated toward cognitive consistency and will change their attitudes, beliefs, perceptions and actions to achieve it. Robert Cialdini and his research team have conducted extensive research into what Cialdini refers to as the 'Consistency Principle of Persuasion'. Described in his book Influence Science and Practice, this principle states that people live up to what they have publicly said they will do and what they have written down. Cialdini encourages people to have others write down their commitments as a route to having others live up to their promises. (en)
- Konsistenz bezeichnet in der Psychologie die Widerspruchsfreiheit des individuellen Verhaltens eines Menschen in sich und im Bezug auf das eigene Selbst, die zeitlich und über Situationen hinweg im Wesentlichen erhalten bleibt (Fleeson & Noftle (2008)). Dabei handelt es sich um eine Verhaltenstendenz und nicht um ein beständiges Persönlichkeitsmerkmal (engl. trait) im eigentlichen Sinne, da Personen zwar transsituativ (d. h. über verschiedene Situationen hinweg) hinsichtlich ihres aggregierten Verhaltens in konkreten, vergleichbaren Situationen recht konsistent handeln, sich aber dennoch situationsspezifisch unterschiedlich verhalten können (Kenrick & Funder (1988), Mischel (1994)). Testpsychologisch lässt sich damit der Grad ermitteln, inwieweit das Verhalten des Einzelnen voraussagbar is (de)
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| - Konsistenz bezeichnet in der Psychologie die Widerspruchsfreiheit des individuellen Verhaltens eines Menschen in sich und im Bezug auf das eigene Selbst, die zeitlich und über Situationen hinweg im Wesentlichen erhalten bleibt (Fleeson & Noftle (2008)). Dabei handelt es sich um eine Verhaltenstendenz und nicht um ein beständiges Persönlichkeitsmerkmal (engl. trait) im eigentlichen Sinne, da Personen zwar transsituativ (d. h. über verschiedene Situationen hinweg) hinsichtlich ihres aggregierten Verhaltens in konkreten, vergleichbaren Situationen recht konsistent handeln, sich aber dennoch situationsspezifisch unterschiedlich verhalten können (Kenrick & Funder (1988), Mischel (1994)). Testpsychologisch lässt sich damit der Grad ermitteln, inwieweit das Verhalten des Einzelnen voraussagbar ist (s. Prognose). (de)
- In negotiation, consistency, or the consistency principle, refers to a negotiator's strong psychological need to be consistent with prior acts and statements. The consistency principle states that people are motivated toward cognitive consistency and will change their attitudes, beliefs, perceptions and actions to achieve it. Robert Cialdini and his research team have conducted extensive research into what Cialdini refers to as the 'Consistency Principle of Persuasion'. Described in his book Influence Science and Practice, this principle states that people live up to what they have publicly said they will do and what they have written down. Cialdini encourages people to have others write down their commitments as a route to having others live up to their promises. (en)
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