Article1985

THE EFFECTS OF FRAMING AND NEGOTIATOR OVERCONFIDENCE ON BARGAINING BEHAVIORS AND OUTCOMES.

503 citations0/0 files storedAcademy of Management Journal

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Conflict Management and Negotiation Decision-Making and Behavioral Economics Experimental Behavioral Economics Studies

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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References

1979Prospect Theory: An Analysis of Decision under Risk 1988Prospect theory: An analysis of decision under risk 1974Judgment under Uncertainty: Heuristics and Biases 1975Judgment under Uncertainty: Heuristics and Biases 1981The Framing of Decisions and the Psychology of Choice 1982Judgment under Uncertainty 1950The Bargaining Problem 1984Judgment Under Uncertainty: Heuristics and Biases.

Cited by

2009Disentangling approaches to framing in conflict and negotiation research: A meta-paradigmatic perspective 1999Trust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiency 2003Motivational Bases Of Information Processing and Strategy in Conflict and Negotiation 1994Determinants of Compromising Behavior in Negotiation 2007Punishing Hubris: The Perils of Overestimating One's Status in a Group 2007Implicit negotiation beliefs and performance: Experimental and longitudinal evidence.1987The framing of negotiations: Contextual versus task frames 2017Trust Repair

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