Does consistency pay?The effects of information sequence and content on women's negotiation outcomes

The timely expression of coherence helps cause the right impression

“…Furthermore, the effect of information coherence through the formation of impressions has proven to be relevant and positive in negotiations (Kulik et al, 2014), and in clinical areas such as psychotherapy (Battles & Berman, 2012). It would acquire particular importance within a hospital context, as the medical staff's ability to be coherent in the information provided to patients will have a major impact on how each one actually perceives the staff, reducing their levels of anxiety in a way that will be extremely beneficial to their treatment and recovery.…”

“…Regarding the formation of impressions, the coherence between verbal and non-verbal information improves the impression gained on the friendliness of the person evaluated (Weisbuch, Ambady, Clarke, & Achor, 2010), while incoherence leads to impressions of falseness (Argyle, Alkema, & Gilmour, 1971;Heinrich & Borkenau, 1998). What's more, negotiation has proven to be important and beneficial in both cases (Kulik, Olekalns, & Swain, 2014), as has psychotherapy, where the simultaneous and coherent use of verbal and non-verbal confirmation signals has helped to improve the perception of the alliance and empathy between therapist and patient (Battles & Berman, 2012). Generally speaking, it may be posited that people who are coherent generate positive impressions, and those that are incoherent cause negative impressions (Weisbuch et al, 2010).…”