Do people understand the impressions they make on others or do their anxieties lead them to assume the worst? Across nearly 10 years of research and tens of thousands of observations, the authors have come to this answer: people underestimate how much others like them, and this bias has important implications for how people work together.
on how relationships develop over time. Naturally, people often dwell on the impressions they might have made the minute they finish speaking with someone for the first time: “Did they like me or were they just being polite?” “Was my pitch funny or offensive?” “Are they deep in thought or deeply bored?”is a postdoctoral researcher at the Wharton School at the University of Pennsylvania, where she teaches negotiations.
Her research broadly focuses on social connection and the psychological barriers that inhibit connection, with consequences for people’s personal and professional lives. Prior to arriving at the Wharton School, Erica completed her PhD at Yale University and worked at Cornell University’s Behavioral Economics and Decision Research Center.is a social psychologist and research scholar at Northwestern University.