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

Non-linear Preference Functions and Negotiated Outcomes

Northcraft1, Preston, Neale

  • 1Department of Business Administration, Institute of Labor and Industrial Relations, University of Illinois

Organizational Behavior and Human Decision Processes
|December 16, 1998
PubMed
Summary
This summary is machine-generated.

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

Low-Temperature Formation of alpha-Alumina by Doping of an Alumina-Sol.

Journal of colloid and interface science·1999
Same author

ATP reception and chemosensory adaptation in Tetrahymena thermophila.

The Journal of experimental biology·1999
Same author

Investigation of Coordinational Properties of Europium(III) Complexes with Picolinic Acid Using Eu(III) Excitation Spectroscopy.

Journal of colloid and interface science·1999
Same author

Experimental System for X-ray Cone-Beam Microtomography

Microscopy and microanalysis : the official journal of Microscopy Society of America, Microbeam Analysis Society, Microscopical Society of Canada·1998
Same author

Surface Properties of Fluorosilicone Copolymers and Their Surface Modification Effects on PVC Film.

Journal of colloid and interface science·1998
Same author

Parasites influence social rank and morphology, but not mate choice, in female red junglefowl, Gallus gallus.

Animal behaviour·1998
Same journal

Using Fresh Starts to Nudge Increased Retirement Savings.

Organizational behavior and human decision processes·2021
Same journal

Active choice, implicit defaults, and the incentive to choose.

Organizational behavior and human decision processes·2021
Same journal

Behavior Change.

Organizational behavior and human decision processes·2021
Same journal

Nudging: Progress to date and future directions.

Organizational behavior and human decision processes·2021
Same journal

Face threat sensitivity in distributive negotiations: Effects on negotiator self-esteem and demands.

Organizational behavior and human decision processes·2020
Same journal

<i>OBHDP</i> Editorial: Where we are, how we got here, and where we're going.

Organizational behavior and human decision processes·2020
See all related articles

Negotiator preferences significantly impact settlement outcomes, with prior relationships also playing a key role. These factors influence negotiation results beyond communication effectiveness.

Area of Science:

  • Behavioral Economics
  • Social Psychology
  • Game Theory

Background:

  • Negotiated settlements are influenced by various factors, including negotiator preferences and relationships.
  • Understanding how preference shapes (linear, increasing, decreasing marginal utility) affects outcomes is crucial.
  • The role of prior relationships (friends vs. strangers) in moderating these effects warrants investigation.

Purpose of the Study:

  • To investigate the impact of non-linear preferences on negotiated settlement outcomes.
  • To examine whether the prior relationship between negotiators moderates the effect of preferences on outcomes.
  • To determine if communication effectiveness mediates the relationship between prior relationship and negotiation outcomes.

Main Methods:

  • Buyer/seller negotiation role-play simulation.

Related Experiment Videos

  • Manipulation of negotiator preference shapes (linear, increasing, decreasing marginal utility).
  • Assessment of prior relationship status (friends vs. strangers).

    • Main Results:

    • A significant main effect of negotiator preferences on negotiated outcomes was observed.
    • The prior relationship between negotiators significantly moderated the impact of preferences on outcomes.
    • Communication effectiveness did not account for the moderating role of the prior relationship.

    Conclusions:

    • Negotiator preferences are a primary driver of settlement outcomes.
    • Prior relationships introduce a moderating effect on preference-outcome relationships, independent of communication.
    • Findings offer insights for negotiation theory and practical strategies.