Negotiator risk: sources of uncertainty and the impact of reference points on negotiated agreements
Article Abstract:
Two experiments demonstrate the importance of variable risk preferences in understanding the negotiator framing effect as they examined the effect of reference points on negotiator tactics, concessions and settlements in games with nondeterministic payoffs. Subjects negotiated over chances to win a prize rather than directly over shares of the prize. Results showed that loss frame negotiators were more cooperative and more likely to settle. In the second experiment where subjects simultaneously negotiated over three linked lotteries, loss frame negotiators created more integrative agreements.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1998
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Resource-allocation behavior under certainty, risk, and uncertainty
Article Abstract:
Resource allocation behavior under conditions of certainty, risk and uncrtainty was studied in 24 US Coast Guard personnel by identifying the variables involved in resource allocation behaviour and subjecting them to linear programming. Results indicate that the subjects attained about 80% of the optimal solution on their first attempt. All subjects allocate a specific reserve in the early part of the cycle. Certainty subjects learn to allocate less while uncertainty subjects allocate more reserves.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1993
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Are resource fluctuations anticipated in resource allocation tasks?
Article Abstract:
A study is conducted to determine whether resource allocators fail to anticipate resource changes in gain conditions. Results show that subjects fail to capitalize on gains under gain conditions, and no attempts are made to anticipate either potential gains or losses. Instead, subjects try to exploit gains only after they occur.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1995
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