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Technische Universität Dresden >
Fakultät Wirtschaftswissenschaften, Technische Universität Dresden >
Dresden Discussion Paper Series in Economics, Faculty of Business and Economics, TU Dresden >
Please use this identifier to cite or link to this item:
http://hdl.handle.net/10419/48113
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| Title: | | Negotiators' cognition: An experimental study on bilateral, integrative negotiation  |
| Authors: | | Reina, Livia |
| Issue Date: | | 2003 |
| Series/Report no.: | | Dresden discussion paper in economics 05/03 |
| Abstract: | | Many negotiations offer a potential for integrative agreements in which the parties can maximize joint gains (through logrolling) without competing for resources as in a 0-sum game; nevertheless negotiators often fail to exploit this potential and settle for suboptimal, distributive agreements. In this study a situation of two-issues bilateral negotiation has been considered. Our aim is to get some insight on the causes that prevent negotiators from reaching integrative, Pareto-optimal agreements. We ran two experiments (one with policy makers and one with students) in which we tested the "fixed pie bias" of negotiators, and we introduced a new explanation for suboptimality, based on the hypothesis of a satisficing (not optimizing) behavior of negotiators, which leads them to a "zone of agreement bias"(ZAB). |
| Subjects: | | integrative negotiation logrolling cognitive bias satisficing |
| JEL: | | C91 |
| Document Type: | | Working Paper |
| Appears in Collections: | | Dresden Discussion Paper Series in Economics, Faculty of Business and Economics, TU Dresden
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