Predicting The Outcome of Marketing Negotiations: Role-Playing versus Unaided Opinions
AbstractRole -playing and unaided opinions were used to forecast the outcome of three negotiations. Consistent with prior re search, role-playing yielded more accurate predictions. In two studies on marketing negotiations, the predictions based on role-playing were correct for 53% of the predictions while unaided opinions were correct for only 7% (p
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Bibliographic InfoPaper provided by EconWPA in its series General Economics and Teaching with number 0502040.
Length: 14 pages
Date of creation: 11 Feb 2005
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predicting; negotiations; marketing; role-playing; unaided opinion;
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- A - General Economics and Teaching
This paper has been announced in the following NEP Reports:
- NEP-ALL-2005-04-16 (All new papers)
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- Carroll, John S. & Bazerman, Max H. & Maury, Robin, 1988. "Negotiator cognitions: A descriptive approach to negotiators' understanding of their opponents," Organizational Behavior and Human Decision Processes, Elsevier, vol. 41(3), pages 352-370, June.
- JS Armstrong, 2004. "Forecasting Methods for Conflict Situations," General Economics and Teaching 0412025, EconWPA.
- JS Armstrong, 2004.
"Forecasting for Environmental Decision Making,"
General Economics and Teaching
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