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Predicting The Outcome of Marketing Negotiations: Role-Playing versus Unaided Opinions

Author

Listed:
  • JS Armstrong

    (The Wharton School)

  • Philip D. Hutcherson

    (Beckman Instruments)

Abstract

Role -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

Suggested Citation

  • JS Armstrong & Philip D. Hutcherson, 2005. "Predicting The Outcome of Marketing Negotiations: Role-Playing versus Unaided Opinions," General Economics and Teaching 0502040, EconWPA.
  • Handle: RePEc:wpa:wuwpgt:0502040
    Note: Type of Document - pdf; pages: 14
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    File URL: http://econwpa.repec.org/eps/get/papers/0502/0502040.pdf
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    References listed on IDEAS

    as
    1. 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.
    2. JS Armstrong, 2004. "Forecasting Methods for Conflict Situations," General Economics and Teaching 0412025, EconWPA.
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    Cited by:

    1. JS Armstrong, 2004. "Forecasting for Environmental Decision Making," General Economics and Teaching 0412023, EconWPA.

    More about this item

    Keywords

    predicting; negotiations; marketing; role-playing; unaided opinion;

    JEL classification:

    • A - General Economics and Teaching

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