Browse Dept. of Psychology by Contributor "Peter Carnevale"
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Lay Theories of Integration and Distribution, Convergent Expectations, and Motivation in Bilateral Negotiation (2003)The present study examined the influence of lay theory, convergent expectations, and motivation on negotiation behavior and outcome. Lay theory of negotiation was defined as schemas people have of negotiations, and convergent ...
Using the Concepts of Framing and Loss Aversion to Answer Pertinent Questions on Cooperative Behaviors in Social Dilemmas (1999)Two hypotheses, formulated using the concept of framing, were proposed in an attempt to understand better the behaviors of cooperators in social dilemmas. The first hypothesis was constructed in response to Schwartz-Shea ...