March 1, 1985

The Effects of Framing and Negotiator Overconfidence on Bargaining Behaviors and Outcomes.

Key Points

Key points are not available for this paper at this time.

Abstract

Two systematic biases—the framing of conflict and negotiator overconfidence—are suggested as possible influences on negotiator behaviors. To investigate these biases, 100 subjects were asked to neg...

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Cite this study

Neale et al. (Fri,) studied this question.

synapsesocial.com/papers/6a12b2d1c031bb6829a71fee — DOI: https://doi.org/10.2307/256060

Also consider

Synapse has enriched 5 closely related papers on similar clinical questions. Consider them for comparative context:

Human Inference: Strategies and Shortcomings of Social Judgment.· 1983 · 4,266 citations
The Bargaining Problem· 1950 · 7,849 citations
The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration· 1983 · 345 citations
Getting to Yes· 1981 · 1,198 citations
Experience and the base-rate fallacy· 1982 · 239 citations

Authors

Margaret A. Neale

Stanford University

M. H. Bazerman

Massachusetts Institute of Technology

Journals

Academy of Management Journal

Actions

Institutions

Massachusetts Institute of Technology

University of Arizona

References and Citations

Connected Papers

Building similarity graph...

Analyzing shared references across papers

Discussion

Also consider

Synapse has enriched 5 closely related papers on similar clinical questions. Consider them for comparative context:

Human Inference: Strategies and Shortcomings of Social Judgment.· 1983 · 4,266 citations
The Bargaining Problem· 1950 · 7,849 citations
The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration· 1983 · 345 citations
Getting to Yes· 1981 · 1,198 citations
Experience and the base-rate fallacy· 1982 · 239 citations

The Effects of Framing and Negotiator Overconfidence on Bargaining Behaviors and Outcomes.

Key Points

Abstract

Citation Network

Connected Papers

Discussion

Cite this study

Also consider

Authors

Journals

Actions

Institutions

References and Citations

Citation Network

Connected Papers

Discussion

Also consider