Why Won't You Listen to Me? Measuring Receptiveness to Opposing Views

• 成果类型: Article
• 署名作者: Minson, Julia A.; Chen, Frances S.; Tinsley, Catherine H.
• 署名单位: Harvard University; University of British Columbia; Georgetown University
• 刊物名称: MANAGEMENT SCIENCE
• ISSN/ISSBN: 0025-1909
• DOI: 10.1287/mnsc.2019.3362
• 发表日期: 2020
• 页码: 3069-3094
• 关键词: negotiations; individual differences; judgment biases; CONFLICT

摘要

We develop an 18-item self-report measure of receptiveness to opposing views. Studies 1a and 1b present the four-factor scale and report measures of internal, convergent, and discriminant validity. In study 2, more receptive individuals chose to consume proportionally more information from U.S. senators representing the opposing party than from their own party. In study 3, more receptive individuals reported less mind wandering when viewing a speech with which they disagreed, relative to one with which they agreed. In study 4, more receptive individuals evaluated supporting and opposing policy arguments more impartially. In study 5, we find that voters who opposed Donald Trump but reported being more receptive at the time of the election were more likely to watch the inauguration, evaluate the content of the inauguration speech in a more even-handed manner, and select a more balanced portfolio of news outlets for later consumption than their less receptive counterparts. We discuss the scale as a tool to investigate the role of receptiveness for conflict, decision making, and collaboration.