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 |
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dc.format |
application/pdf |
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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 |
|