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Title:Behavioral decision theory and the negotiation process; effects of agenda and frame
Author(s):Bontempo, Robert Nathaniel
Doctoral Committee Chair(s):Triandis, Harry C.
Department / Program:Psychology, Social
Business Administration, Management
Economics, Theory
Discipline:Psychology, Social
Business Administration, Management
Economics, Theory
Degree Granting Institution:University of Illinois at Urbana-Champaign
Degree:Ph.D.
Genre:Dissertation
Subject(s):Psychology, Social
Business Administration, Management
Economics, Theory
Abstract:The current study examines the effect of segregation or integration of the issues under negotiation. Subjects negotiated a transaction under four conditions of Frame (profit or loss) and Agenda (5 segregated issues vs. 1 integrated issue). It also provides a competitive test of several economic models of preference (Expected Value, Expected Utility, and Prospect Theory) by fitting utility functions to negotiation behavior observed in a laboratory setting. In addition to inferring the form of the utility function from observed negotiation behavior, utility functions were measured directly. Results strongly suggest that the Prospect Theory value function provides the best prediction of actual negotiation behavior. Results have implications for the optimal way to set the agenda of a negotiation. Recent international negotiations are interpreted within the context of agenda and frame.
Issue Date:1990
Type:Text
Language:English
URI:http://hdl.handle.net/2142/23765
Rights Information:Copyright 1990 Bontempo, Robert Nathaniel
Date Available in IDEALS:2011-05-07
Identifier in Online Catalog:AAI9114179
OCLC Identifier:(UMI)AAI9114179


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