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| Author: | Moran, S. Ritov, I. |
| Title: | Initial perceptions in negotiations: evaluation and response to logrolling offers |
| Journal: | Journal of Behavioral Decision Making
2002 : APR, VOL. 15:2, p. 101-124 |
| Index terms: | Negotiation |
| Language: | eng |
| Abstract: | In negotiations, integrative agreements can be reached through logrolling: concessions on low priority issues in exchange for gains on higher priority issues. The present research focuses on the potential role of initial offers in the development of integrative agreements. Three hypotheses were tested: logrolling offers convey an implicit message of cooperation, logrolling offers promote understanding of the mutual interest structure of the task, and, finally, logrolling offers establish within-issue anchors. Results do not support the first two hypotheses: logrolling offers were not necessarily judged more attractive than distributive ones, and they did not seem to affect the deeply rooted fixed-pie assumption. |
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