Behavioral decision theory and the negotiation process; effects of agenda and frame

The current study examines the effect of segregation or integration of the issues under negotiation. Subjects negotiated a transaction under four conditions of Frame (profit or loss) and Agenda (5 segregated issues vs. 1 integrated issue). It also provides a competitive test of several economic models of preference (Expected Value, Expected Utility, and Prospect Theory) by fitting utility functions to negotiation behavior observed in a laboratory setting. In addition to inferring the form of the utility function from observed negotiation behavior, utility functions were measured directly. Results strongly suggest that the Prospect Theory value function provides the best prediction of actual negotiation behavior. Results have implications for the optimal way to set the agenda of a negotiation. Recent international negotiations are interpreted within the context of agenda and frame.

Name thesis:degree_name

Ph.D.

Level thesis:degree_level

Dissertation

Discipline thesis:degree_discipline

Psychology, Social

Grantor

University of Illinois at Urbana-Champaign

Year dc:date

2011

Author dc:creator

• Bontempo, Robert Nathaniel

Contributors dc:contributor

• Triandis, Harry C.

• Psychology, Social
• Business Administration, Management
• Economics, Theory

Statement dc:rights

• Copyright 1990 Bontempo, Robert Nathaniel

Language dc:language

eng

Identifier

AAI9114179
(UMI)AAI9114179

OAI identifier oai:identifier

oai:www.ideals.illinois.edu:2142/23765