Negotiating with nonlinear subjective utilities: why some concessions are more equal than others
Article Abstract:
A study was conducted on concessions in negotiation exchanges. The works of multiattribute utility theorists were used as reference to investigate the impact of non-linear single-issue subjective utility functions for the negotiation of pareto-efficient agreements. The location of a concession on the negotiator's utility curve was found to be a significant element. Results showed that even simple forms of non-linearity radically alter how negotiators value concessions.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1995
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The descriptive and prescriptive use of previous purchase price in negotiations
Article Abstract:
Previous research on sunk costs focused only on how it affects the individual's decision to invest, neglecting to look at it from the viewpoint of the negotiating parties in a business transaction. To resolve this problem, studies are undertaken to explore the use of sunk costs in business negotiations. Results indicate that sunk costs are a significant factor in negotiators' expectations, strategies and negotiated outcomes.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1996
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The effects of agents and mediators on negotiation outcomes
Article Abstract:
Studies on the effect of third parties on the outcome of negotiations were conducted. Agents or mediators conduct their activities with the intention of gaining personal profit from transactions conducted. Expenses incurred in the form of payments to mediators, are shouldered by the parties conducting the transaction. This increases the overall expense in the amount of the transaction negotiated.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1992
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