Explaining how preferences change across joint versus separate evaluation

Article Abstract:

A study was conducted to examine psychological findings pertaining a new elicitation effect, namely, preference shifts between separate evaluation and joint evaluation. M.H. Bazerman et al presented the want/should proposition which highlighted the tension between what a person wants to do against what he or she should do. Two other theories explaining the inconsistencies in expressed preferences across joint versus separate evaluation are the norm theory and the evaluability hypothesis. A framework integrating the three accounts are described.

Decision-making, Decision making, Organizational behavior

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'A matter of trust': effects of communication on the efficiency and distribution of outcomes

Article Abstract:

Communication influences the efficiency of results and the distribution of available surplus of a negotiation. Negotiators have the tendency to get and share almost all of the benefits present from a trade whenever they are permitted to communicate freely. Mutually beneficial deals are usually the result of face-to-face negotiations. The outcome of the negotiations is not affected by the incentive structure but by the medium of communication used in bargaining.

Economics, Research and Development in the Social Sciences and Humanities, Economic aspects, Communication, Communications

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The inconsistent evaluation of absolute versus comparative payoffs in labor supply and bargaining

Article Abstract:

Analyses of the influence of cognitive factors on fairness judgments is given based on two studies. Results show inconsistencies in fairness preferences which may correspond to structural differences in elicitation. Subjects were more likely to consider fairness when evaluating one outcome than when choosing between two alternatives. Possible rationales for these inconsistencies are discussed.

Labor supply, Labor force, Fairness

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