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Negotiator Risk: Sources of Uncertainty and the Impact of Reference Points on Negotiated Agreements

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  • Bottom, William P.

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  • Bottom, William P., 1998. "Negotiator Risk: Sources of Uncertainty and the Impact of Reference Points on Negotiated Agreements," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(2), pages 89-112, November.
  • Handle: RePEc:eee:jobhdp:v:76:y:1998:i:2:p:89-112
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    5. Neale, Margaret A. & Huber, Vandra L. & Northcraft, Gregory B., 1987. "The framing of negotiations: Contextual versus task frames," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(2), pages 228-241, April.
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    7. Hilty, John A. & Carnevale, Peter J., 1993. "Black-Hat/White-Hat Strategy in Bilateral Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 55(3), pages 444-469, August.
    8. T. K. Das & Bing‐Sheng Teng, 1996. "Risk Types And Inter‐Firm Alliance Structures," Journal of Management Studies, Wiley Blackwell, vol. 33(6), pages 827-843, November.
    9. Conlon, Donald E. & Carnevale, Peter J. & Murnighan, J. Keith, 1994. "Intravention: Third-Party Intervention with Clout," Organizational Behavior and Human Decision Processes, Elsevier, vol. 57(3), pages 387-410, March.
    10. Ball, Sheryl B. & Bazerman, Max H. & Carroll, John S., 1991. "An evaluation of learning in the bilateral winner's curse," Organizational Behavior and Human Decision Processes, Elsevier, vol. 48(1), pages 1-22, February.
    11. Roth, Alvin E & Rothblum, Uriel G, 1982. "Risk Aversion and Nash's Solution for Bargaining Games with Risky Outcomes," Econometrica, Econometric Society, vol. 50(3), pages 639-647, May.
    12. Kahneman, Daniel & Tversky, Amos, 1979. "Prospect Theory: An Analysis of Decision under Risk," Econometrica, Econometric Society, vol. 47(2), pages 263-291, March.
    13. Neale, Margaret A. & Northcraft, Gregory B., 1986. "Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task," Organizational Behavior and Human Decision Processes, Elsevier, vol. 38(3), pages 305-317, December.
    14. Vincent P. Crawford, 1982. "Compulsory Arbitration, Arbitral Risk and Negotiated Settlements: A Case Study in Bargaining under Imperfect Information," Review of Economic Studies, Oxford University Press, vol. 49(1), pages 69-82.
    15. I.P.L. P'ng, 1983. "Strategic Behavior in Suit, Settlement, and Trial," Bell Journal of Economics, The RAND Corporation, vol. 14(2), pages 539-550, Autumn.
    16. Kahneman, Daniel, 1992. "Reference points, anchors, norms, and mixed feelings," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 296-312, March.
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    Cited by:

    1. Schaerer, Michael & Loschelder, David D. & Swaab, Roderick I., 2016. "Bargaining zone distortion in negotiations: The elusive power of multiple alternatives," Organizational Behavior and Human Decision Processes, Elsevier, vol. 137(C), pages 156-171.
    2. Andrew B. Whitford & Holona L. Ochs, 2019. "Experimental tests for gender effects in a principal-agent game," Journal of Behavioral Public Administration, Center for Experimental and Behavioral Public Administration, vol. 2(1).
    3. Gary J. Miller & Andrew B. Whitford, 2002. "Trust and Incentives in Principal-Agent Negotiations," Journal of Theoretical Politics, , vol. 14(2), pages 231-267, April.
    4. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    5. Roman Trötschel & Marie van Treek & Caroline Heydenbluth & Kai Zhang & Johann M. Majer, 2022. "From Claiming to Creating Value: The Psychology of Negotiations on Common Resource Dilemmas," Sustainability, MDPI, vol. 14(9), pages 1-26, April.
    6. McCarter, Matthew & Sheremeta, Roman, 2013. "You Can’t Put Old Wine in New Bottles: The Effect of Newcomers on Coordination in Groups," MPRA Paper 43532, University Library of Munich, Germany.
    7. Andrew B. Whitford & William P. Bottom & Gary J. Miller, 2013. "The (Negligible) Benefit of Moving First: Efficiency and Equity in Principal-Agent Negotiations," Group Decision and Negotiation, Springer, vol. 22(3), pages 499-518, May.
    8. Leonardelli, Geoffrey J. & Gu, Jun & McRuer, Geordie & Medvec, Victoria Husted & Galinsky, Adam D., 2019. "Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma: How a choice of first offers increases economic and relational outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 152(C), pages 64-83.
    9. Johnson, Noel D. & Mislin, Alexandra A., 2011. "Trust games: A meta-analysis," Journal of Economic Psychology, Elsevier, vol. 32(5), pages 865-889.
    10. Agndal, Henrik, 2007. "Current trends in business negotiation research: An overview of articles published 1996-2005," SSE/EFI Working Paper Series in Business Administration 2007:003, Stockholm School of Economics.
    11. Burson, Katherine A. & Faro, David & Rottenstreich, Yuval, 2010. "ABCs of principal-agent interactions: Accurate predictions, biased processes, and contrasts between working and delegating," Organizational Behavior and Human Decision Processes, Elsevier, vol. 113(1), pages 1-12, September.
    12. Mislin, Alexandra A. & Campagna, Rachel L. & Bottom, William P., 2011. "After the deal: Talk, trust building and the implementation of negotiated agreements," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 55-68, May.
    13. William P. Bottom & James Holloway & Scott McClurg & Gary J. Miller, 2000. "Negotiating a Coalition," Journal of Conflict Resolution, Peace Science Society (International), vol. 44(2), pages 147-169, April.
    14. Dunne, Timothy C. & Clark, Brent B. & Berns, John P. & McDowell, William C., 2019. "The technology bias in entrepreneur-investor negotiations," Journal of Business Research, Elsevier, vol. 105(C), pages 258-269.
    15. Peter J. Carnevale, 2008. "Positive affect and decision frame in negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 51-63, January.
    16. Tey, Kian Siong & Schaerer, Michael & Madan, Nikhil & Swaab, Roderick I., 2021. "The Impact of Concession Patterns on Negotiations: When and Why Decreasing Concessions Lead to a Distributive Disadvantage," Organizational Behavior and Human Decision Processes, Elsevier, vol. 165(C), pages 153-166.
    17. Rhode, Alexander & Schönbohm, Avo & van Vliet, Jacobus, 2014. "The tactical utilization of cognitive biases in negotiations," Working Papers 80, Berlin School of Economics and Law, Institute of Management Berlin (IMB).
    18. McCarter, Matthew W. & Rockmann, Kevin W. & Northcraft, Gregory B., 2010. "Is it even worth it? The effect of loss prospects in the outcome distribution of a public goods dilemma," Organizational Behavior and Human Decision Processes, Elsevier, vol. 111(1), pages 1-12, January.
    19. Trötschel, Roman & Bündgens, Silke & Hüffmeier, Joachim & Loschelder, David D., 2013. "Promoting prevention success at the bargaining table: Regulatory focus in distributive negotiations," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 26-39.
    20. Brooks, Alison Wood & Schweitzer, Maurice E., 2011. "Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 43-54, May.
    21. Ece Tuncel & William P. Bottom, 2019. "The Differential Effects of Fear and Tranquility on Risk Taking When Probabilistic Information is Communicated in Verbal Terms," Group Decision and Negotiation, Springer, vol. 28(4), pages 671-693, August.
    22. Amira Galin, 2013. "Endowment Effect in negotiations: group versus individual decision-making," Theory and Decision, Springer, vol. 75(3), pages 389-401, September.

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