Non-linear Preference Functions and Negotiated Outcomes

The study described in this paper explored the effects of non-linear preferences on negotiated settlements. The shape of negotiators' preferences (linear, increasing marginal utility, or decreasing marginal utility) was hypothesized to influence negotiated outcomes. Prior relationship between t...

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Veröffentlicht in:	Organizational behavior and human decision processes 1998-01, Vol.73 (1), p.54-75
Hauptverfasser:	Northcraft, Gregory B., Preston, Jared N., Neale, Margaret A., Kim, Peter H., Thomas-Hunt, Melissa C.
Format:	Artikel
Sprache:	eng
Schlagworte:	Biological and medical sciences Communication Effectiveness Fundamental and applied biological sciences. Psychology Hypotheses Negotiations Psychology. Psychoanalysis. Psychiatry Psychology. Psychophysiology Social interactions. Communication. Group processes Social psychology Studies
Online-Zugang:	Volltext
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