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Cynicism in Negotiation: When Communication Increases Buyers’ Skepticism · Study

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PreprintCynicism in Negotiation: When Communication Increases Buyers’ Skepticism

Eyal Ert2010

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Preprintgreen2010

Cynicism in Negotiation: When Communication Increases Buyers’ Skepticism

Eyal Ert · Stephanie J. Creary · Max H. Bazerman

2 citations·0/0 files stored·SSRN Electronic Journal

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Decision-Making and Behavioral Economics Experimental Behavioral Economics Studies Psychology of Social Influence

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References

1970The Market for "Lemons": Quality Uncertainty and the Market Mechanism 1983Measuring individual differences in empathy: Evidence for a multidimensional approach.2007z-Tree: Zurich toolbox for ready-made economic experiments 1995Trust, Reciprocity, and Social History 1982Strategic Information Transmission 1994The Persuasion Knowledge Model: How People Cope with Persuasion Attempts 1983Efficient mechanisms for bilateral trading 1984The market for “lemons”: quality uncertainty and the market mechanism

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Details

Year2010

Typepreprint

Published2010-01-01

VenueSSRN Electronic Journal

ISSN-L1556-5068

Languageen

Citations2

Files0 public / 0

ShelfDecision-Making and Behavioral Economics

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doi10.2139/ssrn.1612493

openalex_workW1599784574

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