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Galinsky, A. D., Maddux, W. W., Gilin, D., & White, J. B. (2008). Why it pays to get inside the head of your opponent—The differential effects of perspective taking and empathy in negotiations. Psychological Science, 19, 378-384. doi:10.1111/j.1467-9280.2008.02096.x

has been cited by the following article:

• TITLE: What Reasons Might the Other One Have?—Perspective Taking to Reduce Psychological Reactance in Individualists and Collectivists

  AUTHORS: Christina Steindl, Eva Jonas

  KEYWORDS: Reactance; Perspective Taking; Individualists; Collectivists

  JOURNAL NAME: Psychology, Vol.3 No.12A, December 31, 2012

  ABSTRACT: Previous research has demonstrated a considerable amount of negative consequences resulting from psychological reactance. The purpose of this study was to explore opportunities to reduce the amount of reactance. Using the method of perspective taking as an intervention, the current study of 196 Austrians and 198 Filipinos examined whether reactance could be reduced and whether individualists and collectivists differ concerning reactance and their perspective taking abilities. Our results indicated that participants who took the perspective of the person who threatened them experienced less reactance than participants who did not take this approach. This was the case for people from both cultural backgrounds. Nevertheless, comparisons among the two cultural groups yielded different reactions to restrictions. This indicates that individualists are more sensitive to a self-experienced restriction than collectivists, but less sensitive to a restriction of another person. Consequently, we consider culture to be a crucial determinant in predicting the amount of reactance.