Abstract
The aim of our study is the assessment of framing effects in negotiation. We conduct an experiment in which we frame the negotiation process as integrative or distributive while holding the offers and payoffs constant. Our results show that integrative framing leads to more favorable perceptions of a variety of negotiation outcome measures.
| Originalsprache | Englisch |
|---|---|
| Titel | The 15th International Conference on Group Decision & Negotiation Letters |
| Erscheinungsort | Warsaw, Poland |
| Herausgeber (Verlag) | Warsaw School of Economics Press |
| Seiten | 65-68 |
| Seitenumfang | 4 |
| ISBN (Print) | 978-83-7378-985-2 |
| Publikationsstatus | Veröffentlicht - 22 Juni 2015 |
ÖFOS 2012
- 502045 Verhaltensökonomie
- 501029 Wirtschaftspsychologie
- 501006 Experimentalpsychologie
Schlagwörter
- bwl
- HBE