Wiltermuth, S. S., & Heath, C. (2009). Synchrony and cooperation. Psychological Science, 20, 1-5. Xygalatas, D., Mitkidis, P., Fischer, R., Reddish, P., Skewes, J., Geertz, A. W., Roepstorff, A., & Bulbulia, J. (2013). Extreme rituals promote prosociality. Psychological Science, 24, 1602-1605. Zajonc, R. B. (1980). Feeling and thinking: Preferences need no inferences. American 151. Psychologist, 35(2), Appendix Study 1a Effect of shaking hands or not on standardized joint points in Study 1a. Model 1 Model 2 Model 3 Model 4 Intercept -.328 -.434 -1.151 -1.145 (.182) (.191) (.566) (.563) Handshake (1 = present; 0 = absent) .456* .452* .411+ .412+ (.214) (.212) (.215) (.214) Knew partner (1 = knew; 0 = did not know) .340+ .306 (.205) (.206) Enjoyment of negotiation .146 .129 (.096) (.096) Observations 102 102 102 102 Adjusted R2 0.03 0.05 0.05 0.06 Standard errors in parentheses. + < .10, * < .05 p p Study 2 Alternative mediation model. We tested whether self-reported openness also mediated the effect of handshake condition on negotiation point outcomes. In this model, shaking hands was directionally positively related to self-reported openness, = 0.75, = .26, and self-reported p β openness was directionally positively related to joint outcomes, = 0.16, = .34. But including p β
Wiltermuth, S. S., & Heath, C. (2009). Synchrony and cooperation. Psychological Science, 20, 1-5. Xygalatas, D., Mitkidis, P., Fischer, R., Reddish, P., Skewes, J., Geertz, A. W., Roepstorff, A., & Bulbulia, J. (2013). Extreme rituals promote prosociality. Psychological Science, 24, 1602-1605. Zajonc, R. B. (1980). Feeling and thinking: Preferences need no inferences. American Psychologist, 35(2), 151. Appendix Study 1a Effect of shaking hands or not on standardized joint points in Study 1a. Model 1 Model 2 Model 3 Model 4 Intercept -.328 (.182) -.434 (.191) -1.151 (.566) -1.145 (.563) Handshake (1 = present; 0 = absent) .456* (.214) .452* (.212) .411+ (.215) .412+ (.214) Knew partner (1 = knew; 0 = did not know) .340+ (.205) .306 (.206) Enjoyment of negotiation .146 (.096) .129 (.096) Observations Adjusted R2 102 0.03 102 0.05 102 0.05 102 0.06 Standard errors in parentheses. + p < .10, * p < .05 Study 2 Alternative mediation model. We tested whether self-reported openness also mediated the effect of handshake condition on negotiation point outcomes. In this model, shaking hands was directionally positively related to self-reported openness, β = 0.75, p = .26, and self-reported openness was directionally positively related to joint outcomes, β = 0.16, p = .34. But including
Handshaking%20promotes%20deal-making.docx