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...
| Main Authors: | , , |
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| Language: | en_US |
| Published: |
2002
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| Subjects: | |
| Online Access: | http://hdl.handle.net/1721.1/1601 |
| _version_ | 1826198175210274816 |
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| author | Curhan, Jared Neale, Maragaret Ross, Lee |
| author_facet | Curhan, Jared Neale, Maragaret Ross, Lee |
| author_sort | Curhan, Jared |
| collection | MIT |
| description | 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 for proposals they offered and/or ultimately accepted. The reactance theory
prediction that participants would devalue proposals received from their counterparts was
confirmed for loan officers, but not for students. A pair of experimental manipulations involving
pre-rating of proposals and the opportunity for participants to engage in brief discussions prior to
the initial exchange of offers mediated these effects and influenced subsequent rates of
agreement as well as post-settlement satisfaction. Underlying attributional mechanisms and
implications of these findings for facilitating agreements are discussed. |
| first_indexed | 2024-09-23T11:00:22Z |
| id | mit-1721.1/1601 |
| institution | Massachusetts Institute of Technology |
| language | en_US |
| last_indexed | 2024-09-23T11:00:22Z |
| publishDate | 2002 |
| record_format | dspace |
| spelling | mit-1721.1/16012019-04-11T10:31:32Z Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation Curhan, Jared Neale, Maragaret Ross, Lee reactance reactive devaluation negotiation, conflict resolution Dynamic Valuation preference change dissonance self-perception, attribution theory 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 for proposals they offered and/or ultimately accepted. The reactance theory prediction that participants would devalue proposals received from their counterparts was confirmed for loan officers, but not for students. A pair of experimental manipulations involving pre-rating of proposals and the opportunity for participants to engage in brief discussions prior to the initial exchange of offers mediated these effects and influenced subsequent rates of agreement as well as post-settlement satisfaction. Underlying attributional mechanisms and implications of these findings for facilitating agreements are discussed. 2002-08-16T17:24:54Z 2002-08-16T17:24:54Z 2002-08-16T17:25:04Z http://hdl.handle.net/1721.1/1601 en_US MIT Sloan School of Management Working Paper;4253-02 238587 bytes application/pdf application/pdf |
| spellingShingle | reactance reactive devaluation negotiation, conflict resolution Dynamic Valuation preference change dissonance self-perception, attribution theory Curhan, Jared Neale, Maragaret Ross, Lee Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation |
| title | Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation |
| title_full | Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation |
| title_fullStr | Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation |
| title_full_unstemmed | Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation |
| title_short | Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation |
| title_sort | dynamic valuation preference changes in the context of face to face negotiation |
| topic | reactance reactive devaluation negotiation, conflict resolution Dynamic Valuation preference change dissonance self-perception, attribution theory |
| url | http://hdl.handle.net/1721.1/1601 |
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