The price is right - or is it? A reference point model of two-party price negotiations
Article Abstract:
A social cognitive reference point model of two-party price negotiations was developed to determine the role of reference points, such as market information and reservation values, in measuring the individual negotiator's decision processes. Its role as a means of social influence in bargaining was also examined. Results show that in captive transactions, contextual cues such as perceptions of low or high price variance determine the extent to which market information and reservation values affect outcomes.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1996
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Avoiding regret in decisions with feedback: a negotiation example
Article Abstract:
The factors that influence regret in decision making are studied. A negotiation exercise was conducted, wherein subjects were asked to decide between a certain and risky alternative. Results support the regret theory which states that subjects are more prone to choose the certain alternative when no feedback on the risky alternative is expected. In addition, subjects who did not expect feedback on the risky alternative had better chances of reaching an agreement in their negotiations.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 1995
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Framing the game: examining frame choice in bargaining
Article Abstract:
Issues concerning the examination of frame choice in negotiation are analysed with emphasis on the procedural frame.
Publication Name: Organizational Behavior & Human Decision Processes
Subject: Psychology and mental health
ISSN: 0749-5978
Year: 2000
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