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The framing of negotiations: Contextual versus task frames

Author

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  • Neale, Margaret A.
  • Huber, Vandra L.
  • Northcraft, Gregory B.

Abstract

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Suggested Citation

  • 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.
    • Handle: RePEc:eee:jobhdp:v:39:y:1987:i:2:p:228-241
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    Citations

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    Cited by:

    1. DeShazo, J. R., 2002. "Designing Transactions without Framing Effects in Iterative Question Formats," Journal of Environmental Economics and Management, Elsevier, vol. 43(3), pages 360-385, May.
    2. Jonathan Shalev, 2002. "Loss Aversion and Bargaining," Theory and Decision, Springer, vol. 52(3), pages 201-232, May.
    3. Shalvi, Shaul & Reijseger, Gaby & Handgraaf, Michel J.J. & Appelt, Kirstin C. & ten Velden, Femke S. & Giacomantonio, Mauro & De Dreu, Carsten K.W., 2013. "Pay to walk away: Prevention buyers prefer to avoid negotiation," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 40-49.
    4. Kuhberger, Anton, 1998. "The Influence of Framing on Risky Decisions: A Meta-analysis," Organizational Behavior and Human Decision Processes, Elsevier, vol. 75(1), pages 23-55, July.
    5. Copeland, Phyllis V. & Cuccia, Andrew D., 2002. "Multiple Determinants of Framing Referents in Tax Reporting and Compliance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 88(1), pages 499-526, May.
    6. Bereby-Meyer, Yoella & Moran, Simone & Unger-Aviram, Esther, 2004. "When performance goals deter performance: Transfer of skills in integrative negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 93(2), pages 142-154, March.
    7. Henrik Kristensen & Tommy Gärling, 2000. "Anchor Points, Reference Points, and Counteroffers in Negotiations," Group Decision and Negotiation, Springer, vol. 9(6), pages 493-505, November.
    8. Junjun Cheng, 2020. "Bidirectional Relationship Progression in Buyer–Seller Negotiations: Evidence from South Korea," Group Decision and Negotiation, Springer, vol. 29(2), pages 293-320, April.
    9. Chmielecki Michał, 2020. "Cognitive Biases in Negotiation - Literature Review," Journal of Intercultural Management, Sciendo, vol. 12(2), pages 31-52, June.
    10. Jin, Liyin & He, Yanqun & Song, Haiyan, 2012. "Service customization: To upgrade or to downgrade? An investigation of how option framing affects tourists’ choice of package-tour services," Tourism Management, Elsevier, vol. 33(2), pages 266-275.
    11. Van Poucke, Dirk & Buelens, Marc, 2002. "Predicting the outcome of a two-party price negotiation: Contribution of reservation price, aspiration price and opening offer," Journal of Economic Psychology, Elsevier, vol. 23(1), pages 67-76, February.
    12. repec:cup:judgdm:v:3:y:2008:i:7:p:512-527 is not listed on IDEAS
    13. Phillips, Owen R. & Nagler, Amy M. & Menkhaus, Dale J. & Huang, Shanshan & Bastian, Christopher T., 2014. "Trading partner choice and bargaining culture in negotiations," Journal of Economic Behavior & Organization, Elsevier, vol. 105(C), pages 178-190.
    14. 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.
    15. Peter Sheldon & Nancy Kohn, 2007. "AWAs and Individual Bargaining in the Era of WorkChoices: A Critical Evaluation Using Negotiation Theory," The Economic and Labour Relations Review, , vol. 18(1), pages 115-142, November.
    16. Eldad Yechiam & Amitay Kauffmann & Nathaniel J S Ashby & Gal Zahavi, 2017. "On the relation between economic bubbles and effort gaps between sellers and buyers: An experimental study," PLOS ONE, Public Library of Science, vol. 12(12), pages 1-15, December.
    17. Jeryl L. Mumpower & Jim Sheffield & Thomas A. Darling & Richard G. Milter, 2004. "The Accuracy of Post-Negotiation Estimates of the Other Negotiator's Payoff," Group Decision and Negotiation, Springer, vol. 13(3), pages 259-290, May.
    18. Victoria Gilliland & John C. Dunn, 2008. "Decision making in civil disputes: The effects of legal role, frame, and perceived chance of winning," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 3(7), pages 512-527, October.
    19. Bhatia, Nazlı & Gunia, Brian C., 2018. "“I was going to offer $10,000 but…”: The effects of phantom anchors in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 148(C), pages 70-86.
    20. Kristensen, Henrik & Garling, Tommy, 1997. "Determinants of buyers' aspiration and reservation price," Journal of Economic Psychology, Elsevier, vol. 18(5), pages 487-503, September.
    21. Alice F. Stuhlmacher & Mary Kay Stevenson, 1997. "Using Policy Modeling to Describe the Negotiation Exchange," Group Decision and Negotiation, Springer, vol. 6(4), pages 317-337, July.
    22. Chuah, Swee-Hoon & Hoffmann, Robert & Larner, Jeremy, 2014. "Chinese values and negotiation behaviour: A bargaining experiment," International Business Review, Elsevier, vol. 23(6), pages 1203-1211.
    23. Sabina Ramona Trif & Petru Lucian Curșeu & Oana Cătălina Fodor, 2023. "Individual Versus Group Negotiation in Multiparty Systems: The Effect of Power and Goal Difficulty on Negotiation Outcomes in a Potential Gain Task," Group Decision and Negotiation, Springer, vol. 32(1), pages 209-232, February.
    24. Daniel Druckman, 1994. "Determinants of Compromising Behavior in Negotiation," Journal of Conflict Resolution, Peace Science Society (International), vol. 38(3), pages 507-556, September.

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