When I say it or when you say it: First impressions in job negotiations for those with and without disabilities

Across two empirical studies, five influence tactics were manipulated during a simulated job interview to determine their potential value in developing first impressions. Study 1 examined these tactics using a video of a non-disabled job candidate, while Study 2 looked at identical tactics using video of a job candidate in a wheelchair. Results show that tactics that might have beneficial effects when used at later moments may instead harm first impressions of anyone, i.e., revealing a strong BATNA, setting a numerical anchor, or displaying a weakness to humanize oneself. When discussing specific skills, a presentation of hard skills that described job-related competencies and knowledge helped in both cases. However, the presentation of soft skills, including being able to connect well with and lead others, helped only the non-disabled job candidate. Trust acted as a mediator for most of these relationships in both populations. Results and implications are discussed.