A paper discussing the influence that certain human behaviors and tendencies have on the acceptance or rejection of certain offers, and the implications this has for the negotiation process.
Written in 2006; 1,125 words; 0 sources; $ 44.95
Paper Summary:
This document discusses the fact that economic theorists have identified several tendencies in human interaction and behavior that lead to or effect rejection/acceptance of certain offers, both low and high, on the part of respondents and proposers. The implication in such research is that if the behavior dictating rejection and acceptance is better understood then more effective negotiation processes can be modeled in the future that are beneficial to both parties.
From the Paper:
"Several experiments have been conducted that lead researchers to conclude that establishing a sound behavior model of stimuli that leads to offer rejection can be problematic at best. Plott and Zeiler initiated research that examined the inconsistency of motivational patterns behind rejection and acceptance actions on the part of individuals vested with items or totems of perceived value; that is, they examined the asymmetries found in such experiments. These researchers cite a previous experiment that seemed to illustrate..."
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