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.
| Original language | English |
|---|---|
| Title of host publication | The 15th International Conference on Group Decision & Negotiation Letters |
| Place of Publication | Warsaw, Poland |
| Publisher | Warsaw School of Economics Press |
| Pages | 65-68 |
| Number of pages | 4 |
| ISBN (Print) | 978-83-7378-985-2 |
| Publication status | Published - 22 Jun 2015 |
Austrian Fields of Science 2012
- 502045 Behavioural economics
- 501029 Economic psychology
- 501006 Experimental psychology
Keywords
- bwl
- HBE