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When Self-Serving Deception Seems Ethical
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Getting to Less: When Negotiating Harms Post-Agreement Performance
In: https://www.sciencedirect.com/science/article/abs/pii/S0749597817307033
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LINKING FRAMES IN NEGOTIATIONS: GAINS, LOSSES AND CONFLICT FRAME ADOPTION
In: International Journal of Conflict Management, Band 12, Heft 2, S. 100-113
Two distinct literatures have investigated the impact of negotiator frames. Both literatures demonstrate that negotiator frames significantly influence both bargaining behavior and negotiated outcomes. These two literatures, however, offer completely different conceptualizations of what negotiator frames actually are. In this article we classify these two conceptualizations as reference frames, the referent‐dependent perception of outcomes, and conflict frames, a multi‐dimensional orientation toward conflict. We report results from an experiment that links these two types of frames. We find that loss‐framed negotiators adopt conflict frames that are more win‐oriented and task‐oriented than the conflict frames gain‐framed negotiators adopt. Our results offer insight into the frame adoption process and have implications for dispute resolution and negotiation practice.
Articles - Linking Frames in Negotiations: Gains, Losses and Conflict Frame Adoption
In: The international journal of conflict management: IJCMA, Band 12, Heft 2, S. 100-113
ISSN: 1044-4068
Books Reviews - Bargaining for Advantage: Negotiation Strategies for Reasonable People
In: The international journal of conflict management: IJCMA, Band 11, Heft 2, S. 188-190
ISSN: 1044-4068
CURTAILING DECEPTION: THE IMPACT OF DIRECT QUESTIONS ON LIES AND OMISSIONS
In: International Journal of Conflict Management, Band 10, Heft 3, S. 225-248
This paper investigates the use of deception in two negotiation studies. Study 1 (N = 80) demonstrates that direct questions and solidarity curtail deception. Study 2 (N = 74 dyads) demonstrates that direct questions are particularly effective in curtailing lies of omission, but may actually increase the incidence of lies of commission. These findings highlight the importance of misrepresentation to the negotiation process and suggest approaches for contending with deception.
Is Tiger Woods Loss Averse? Persistent Bias in the Face of Experience, Competition, and High Stakes
In: American economic review, Band 101, Heft 1, S. 129-157
ISSN: 1944-7981
Although experimental studies have documented systematic decision errors, many leading scholars believe that experience, competition, and large stakes will reliably extinguish biases. We test for the presence of a fundamental bias, loss aversion, in a high-stakes context: professional golfers' performance on the PGA Tour. Golf provides a natural setting to test for loss aversion because golfers are rewarded for the total number of strokes they take during a tournament, yet each individual hole has a salient reference point, par. We analyze over 2.5 million putts using precise laser measurements and find evidence that even the best golfers—including Tiger Woods—show evidence of loss aversion. (JEL D03, D81, L83).
Dual-promotion: Bragging Better by Promoting Peers
In: George Mason University School of Business Research Paper Forthcoming
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Do major disasters motivate prosocial behavior?
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Exponential Numeracy
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