IDEAS home Printed from https://ideas.repec.org/a/eee/jobhdp/v73y1998i1p54-75.html
   My bibliography  Save this article

Non-linear Preference Functions and Negotiated Outcomes

Author

Listed:
  • Northcraft, Gregory B.
  • Preston, Jared N.
  • Neale, Margaret A.
  • Kim, Peter H.
  • Thomas-Hunt, Melissa C.

Abstract

No abstract is available for this item.

Suggested Citation

  • Northcraft, Gregory B. & Preston, Jared N. & Neale, Margaret A. & Kim, Peter H. & Thomas-Hunt, Melissa C., 1998. "Non-linear Preference Functions and Negotiated Outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 73(1), pages 54-75, January.
    • Handle: RePEc:eee:jobhdp:v:73:y:1998:i:1:p:54-75
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0749-5978(98)92750-9
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Leclerc, France & Schmitt, Bernd H & Dube, Laurette, 1995. "Waiting Time and Decision Making: Is Time like Money?," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 22(1), pages 110-119, June.
    2. Larrick, Richard P. & Boles, Terry L., 1995. "Avoiding Regret in Decisions with Feedback: A Negotiation Example," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(1), pages 87-97, July.
    3. Pinkley, Robin L. & Griffith, Terri L. & Northcraft, Gregory B., 1995. ""Fixed Pie" a la Mode: Information Availability, Information Processing, and the Negotiation of Suboptimal Agreements," Organizational Behavior and Human Decision Processes, Elsevier, vol. 62(1), pages 101-112, April.
    4. Bottom, William P. & Studt, Amy, 1993. "Framing Effects and the Distributive Aspect of Integrative Bargaining," Organizational Behavior and Human Decision Processes, Elsevier, vol. 56(3), pages 459-474, December.
    5. Paese, Paul W., 1995. "Effects of Framing on Actual Time Allocation Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 61(1), pages 67-76, January.
    6. 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.
    7. Daniel Kahneman & Amos Tversky, 2013. "Prospect Theory: An Analysis of Decision Under Risk," World Scientific Book Chapters, in: Leonard C MacLean & William T Ziemba (ed.), HANDBOOK OF THE FUNDAMENTALS OF FINANCIAL DECISION MAKING Part I, chapter 6, pages 99-127, World Scientific Publishing Co. Pte. Ltd..
    8. Schepanski, A. & Shearer, T., 1995. "A Prospect Theory Account of the Income Tax Withholding Phenomenon," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(2), pages 174-186, August.
    9. Pritchard, Robert D. & Roth, Patricia Galgay, 1991. "Accounting for nonlinear utility functions in composite measures of productivity and performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(2), pages 341-359, December.
    10. Schweitzer, Maurice, 1995. "Multiple Reference Points, Framing, and the Status Quo Bias in Health Care Financing Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(1), pages 69-72, July.
    11. Hirst, D. Eric & Joyce, Edward J. & Schadewald, Michael S., 1994. "Mental Accounting and Outcome Contiguity in Consumer-Borrowing Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 58(1), pages 136-152, April.
    12. de Dreu, Carsten K. W. & Carnevale, Peter J. D. & Emans, Ben J. M. & van de Vliert, Evert, 1994. "Effects of Gain-Loss Frames in Negotiation: Loss Aversion, Mismatching, and Frame Adoption," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(1), pages 90-107, October.
    13. Richard A. D'Aveni, 1989. "Dependability and Organizational Bankruptcy: An Application of Agency and Prospect Theory," Management Science, INFORMS, vol. 35(9), pages 1120-1138, September.
    14. 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.
    15. Dunegan, Kenneth J., 1996. "Fines, Frames, and Images: Examining Formulation Effects on Punishment Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 68(1), pages 58-67, October.
    16. Jeff T. Casey, 1995. "Predicting Buyer-Seller Pricing Disparities," Management Science, INFORMS, vol. 41(6), pages 979-999, June.
    17. Johnson, Paul E. & Jamal, Karim & Berryman, R. Glen, 1991. "Effects of framing on auditor decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(1), pages 75-105, October.
    18. Tripp, Thomas M. & Sondak, Harris, 1992. "An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 273-295, March.
    19. Hersh Shefrin & Meir Statman, 1993. "Behavioral Aspects of the Design and Marketing of Financial Products," Financial Management, Financial Management Association, vol. 22(2), Summer.
    20. Kahneman, Daniel, 1992. "Reference points, anchors, norms, and mixed feelings," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 296-312, March.
    21. Jeryl L. Mumpower, 1991. "The Judgment Policies of Negotiators and the Structure of Negotiation Problems," Management Science, INFORMS, vol. 37(10), pages 1304-1324, October.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Rudolf Vetschera, 2006. "Preference Structures of Negotiators and Negotiation Outcomes," Group Decision and Negotiation, Springer, vol. 15(2), pages 111-125, March.
    2. Alice F. Stuhlmacher & Matthew V. Champagne, 2000. "The Impact of Time Pressure and Information on Negotiation Process and Decisions," Group Decision and Negotiation, Springer, vol. 9(6), pages 471-491, November.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. 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.
    2. Edwards, Kimberley D., 1996. "Prospect theory: A literature review," International Review of Financial Analysis, Elsevier, vol. 5(1), pages 19-38.
    3. 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.
    4. Levy, Haim & Levy, Moshe, 2002. "Experimental test of the prospect theory value function: A stochastic dominance approach," Organizational Behavior and Human Decision Processes, Elsevier, vol. 89(2), pages 1058-1081, November.
    5. Doll, Monika & Seebauer, Michael & Tonn, Maren, 2017. "Bargaining over waiting time in gain and loss framed ultimatum games," FAU Discussion Papers in Economics 15/2017, Friedrich-Alexander University Erlangen-Nuremberg, Institute for Economics.
    6. Yuval Rottenstreich & Alex Markle & Johannes Müller-Trede, 2023. "Risky Sure Things," Management Science, INFORMS, vol. 69(8), pages 4707-4720, August.
    7. Kuhberger, Anton & Schulte-Mecklenbeck, Michael & Perner, Josef, 1999. "The Effects of Framing, Reflection, Probability, and Payoff on Risk Preference in Choice Tasks, ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 78(3), pages 204-231, June.
    8. Levin, Irwin P. & Schneider, Sandra L. & Gaeth, Gary J., 1998. "All Frames Are Not Created Equal: A Typology and Critical Analysis of Framing Effects," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(2), pages 149-188, November.
    9. 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.
    10. Bernasconi, Michele & Corazzini, Luca & Seri, Raffaello, 2014. "Reference dependent preferences, hedonic adaptation and tax evasion: Does the tax burden matter?," Journal of Economic Psychology, Elsevier, vol. 40(C), pages 103-118.
    11. 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.
    12. Michael Filzmoser & Johannes R. Gettinger, 2019. "Offer and veto: an experimental comparison of two negotiation procedures," EURO Journal on Decision Processes, Springer;EURO - The Association of European Operational Research Societies, vol. 7(1), pages 83-99, May.
    13. 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).
    14. Daniel Fonseca Costa & Francisval Carvalho & Bruno César Moreira & José Willer Prado, 2017. "Bibliometric analysis on the association between behavioral finance and decision making with cognitive biases such as overconfidence, anchoring effect and confirmation bias," Scientometrics, Springer;Akadémiai Kiadó, vol. 111(3), pages 1775-1799, June.
    15. Erica Mina Okada, 2010. "Uncertainty, Risk Aversion, and WTA vs. WTP," Marketing Science, INFORMS, vol. 29(1), pages 75-84, 01-02.
    16. Short, Jeremy C. & Palmer, Timothy B., 2003. "Organizational performance referents: An empirical examination of their content and influences," Organizational Behavior and Human Decision Processes, Elsevier, vol. 90(2), pages 209-224, March.
    17. Moshe Levy & Haim Levy, 2013. "Prospect Theory: Much Ado About Nothing?," World Scientific Book Chapters, in: Leonard C MacLean & William T Ziemba (ed.), HANDBOOK OF THE FUNDAMENTALS OF FINANCIAL DECISION MAKING Part I, chapter 7, pages 129-144, World Scientific Publishing Co. Pte. Ltd..
    18. Sugden, Robert & Wang, Mengjie & Zizzo, Daniel John, 2019. "Take it or leave it: Experimental evidence on the effect of time-limited offers on consumer behaviour," Journal of Economic Behavior & Organization, Elsevier, vol. 168(C), pages 1-23.
    19. Dichtl, Hubert & Drobetz, Wolfgang, 2011. "Portfolio insurance and prospect theory investors: Popularity and optimal design of capital protected financial products," Journal of Banking & Finance, Elsevier, vol. 35(7), pages 1683-1697, July.
    20. Polzer, Jeffrey T. & Stewart, Katherine J. & Simmons, Jessica L., 1999. "A Social Categorization Explanation for Framing Effects in Nested Social Dilemmas, , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(2), pages 154-178, August.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jobhdp:v:73:y:1998:i:1:p:54-75. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/obhdp .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.