University of Illinois Urbana-Champaign

Behavioral decision theory and the negotiation process; effects of agenda and frame

Bontempo, Robert Nathaniel

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https://hdl.handle.net/2142/23765

Description

Title
Behavioral decision theory and the negotiation process; effects of agenda and frame
Author(s)
Bontempo, Robert Nathaniel
Issue Date
1990
Doctoral Committee Chair(s)
Triandis, Harry C.
Department of Study
  • 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 Name
Ph.D.
Degree Level
Dissertation
Keyword(s)
  • Psychology, Social
  • Business Administration, Management
  • Economics, Theory
Language
eng
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.
Type of Resource
text
Permalink
http://hdl.handle.net/2142/23765
Copyright and License Information
Copyright 1990 Bontempo, Robert Nathaniel

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Graduate Dissertations and Theses at Illinois PRIMARY
Graduate Theses and Dissertations at Illinois
Dissertations and Theses - Psychology
Dissertations and Theses from the Dept. of Psychology