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Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation

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dc.creator Neale, Maragaret
dc.creator Ross, Lee
dc.creator Curhan, Jared
dc.date 2002-08-16T17:24:54Z
dc.date 2002-08-16T17:24:54Z
dc.date 2002-08-16T17:25:04Z
dc.date.accessioned 2013-05-31T18:48:36Z
dc.date.available 2013-05-31T18:48:36Z
dc.date.issued 2013-06-01
dc.identifier http://hdl.handle.net/1721.1/1601
dc.identifier.uri http://koha.mediu.edu.my:8181/jspui/handle/1721
dc.description This study examines the dynamics of preference change in the context of face-to-face negotiation. Participants playing the role of ?student? or ?financial aid officer? exchanged proposals regarding the terms of a student loan. In accord with dissonance theory, participants increased their liking for proposals they offered and/or ultimately accepted. The reactance theory prediction that participants would devalue proposals received from their counterparts was confirmed for loan officers, but not for students. A pair of experimental manipulations involving pre-rating of proposals and the opportunity for participants to engage in brief discussions prior to the initial exchange of offers mediated these effects and influenced subsequent rates of agreement as well as post-settlement satisfaction. Underlying attributional mechanisms and implications of these findings for facilitating agreements are discussed.
dc.format 238587 bytes
dc.format application/pdf
dc.language en_US
dc.relation MIT Sloan School of Management Working Paper;4253-02
dc.subject reactive devaluation
dc.subject negotiation, conflict resolution
dc.subject self-perception, attribution theory
dc.subject preference change
dc.subject Dynamic Valuation
dc.subject dissonance
dc.subject reactance
dc.title Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation

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