Jove
Visualize
Contact Us
JoVE
x logofacebook logolinkedin logoyoutube logo
ABOUT JoVE
OverviewLeadershipBlogJoVE Help Center
AUTHORS
Publishing ProcessEditorial BoardScope & PoliciesPeer ReviewFAQSubmit
LIBRARIANS
TestimonialsSubscriptionsAccessResourcesLibrary Advisory BoardFAQ
RESEARCH
JoVE JournalMethods CollectionsJoVE Encyclopedia of ExperimentsArchive
EDUCATION
JoVE CoreJoVE BusinessJoVE Science EducationJoVE Lab ManualFaculty Resource CenterFaculty Site
Terms & Conditions of Use
Privacy Policy
Policies

Related Experiment Videos

Framing the Game: Examining Frame Choice in Bargaining.

Blount1, Larrick

  • 1Graduate School of Business, University of Chicago

Organizational Behavior and Human Decision Processes
|January 13, 2000
PubMed
Summary

Negotiators often fail to choose negotiation frames that maximize their financial gains. This occurs because non-monetary factors like fairness and cognitive limits influence their decision-making in procedural frame selection.

Related Concept Videos

You might also read

Related Articles

Articles linked to this work by shared authors, journal, and citation graph.

Sort by
Same author

Corrigendum.

Trends in ecology & evolution·2000
Same author

Why egg yolk is yellow.

Trends in ecology & evolution·2000
Same author

Phase diagram of the heavy-fermion superconductor UPt3.

Physical review letters·1990
Same author

Impossibility of spontaneous current in equilibrium.

Physical review. B, Condensed matter·1988
Same author

Magnetic splitting of energy bands.

Physical review. B, Condensed matter·1988
Same author

Symmetry properties of triplet superconductors.

Physical review. B, Condensed matter·1985

Area of Science:

  • Behavioral Economics
  • Negotiation Theory
  • Decision Science

Background:

  • Frame choice in negotiation is a critical decision impacting outcomes.
  • Procedural frames influence negotiator behavior and payoff expectations.
  • Understanding frame selection is key to optimizing negotiation strategies.

Purpose of the Study:

  • To investigate whether negotiators select procedural frames that maximize their expected monetary payoffs.
  • To analyze the factors influencing negotiators' frame choices.
  • To examine the discrepancy between optimal financial strategy and actual frame selection.

Main Methods:

  • Empirical analysis of frame choice in the ultimatum bargaining game.
  • Presenting negotiators with alternative procedural frames for the game.
  • Measuring participants' frame selections and analyzing their impact on expected payoffs.

Main Results:

  • Participants consistently failed to choose frames that optimized monetary outcomes.
  • Non-monetary motivations (fairness, respect) significantly influenced frame preferences.
  • Cognitive limitations hindered accurate prediction of opponents' responses to different frames.

Conclusions:

  • Negotiators' frame choices are driven by a complex interplay of financial and non-financial considerations.
  • Cognitive biases and non-monetary motivations impede rational, payoff-maximizing frame selection.
  • Future research should explore interventions to align frame choice with optimal economic outcomes.

Related Experiment Videos