Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation

Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation

This study examines the dynamics of preference change in the context of face-to-face negotiation. Participants playing the role of ?student? or ?financial aid officer? exchanged proposals regarding the terms of a student loan. In accord with dissonance theory, participants increased their liking...

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Bibliographic Details
Main Authors: Curhan, Jared, Neale, Maragaret, Ross, Lee
Language:en_US
Published: 2002
Subjects:
reactance
reactive devaluation
negotiation, conflict resolution
Dynamic Valuation
preference change
dissonance
self-perception, attribution theory
Online Access:http://hdl.handle.net/1721.1/1601

Internet

http://hdl.handle.net/1721.1/1601

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