Anchoring in simulated competitive market negotiation
Article Abstract:
Anchoring is used to gauge the validity of integrative bargaining assumptions such as whether higher outcomes are gained by initiators as opposed to non-initiators, the effects of initial offer on negotiation outcomes and the effect of experience on negotiators. The research revealed that initiators do obtain higher profits than non-initiators and that initial offer is often proportional to final profit. Also, increases in initial offer values and final outcomes are greater as negotiators gain experience.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1996
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Probability of regret: anticipation of uncertainty resolution in choice
Article Abstract:
Decision-makers are likely to favor the option that has lesser chances of yielding a poor outcome when faced with a choice between uncertain options. Experiments involving a choice between statistically independent lotteries for which the chances of being worse off with the low-risk alternative were nearly as high, or higher, than the chances of being worse off with the high-risk alternative confirm this hypothesis.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1996
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The singularity effect of identified victims in separate and joint evaluations
Article Abstract:
Empirical results, which examine the impact of public help on identified victim, are presented.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 2005
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