THE EFFECTS OF FRAMING AND NEGOTIATOR OVERCONFIDENCE ON BARGAINING BEHAVIORS AND OUTCOMES.
- 1 March 1985
- journal article
- Published by Academy of Management in The Academy of Management Journal
- Vol. 28 (1) , 34-49
- https://doi.org/10.2307/256060
Abstract
Two systematic biases—the framing of conflict and negotiator overconfidence—are suggested as possible influences on negotiator behaviors. To investigate these biases, 100 subjects were asked to negotiate a five-issue contract under controlled conditions. Results indicated that (1) a positive frame led to more concessionary behaviors and successful performances than a negative frame and (2) realistically confident subjects exhibited more concessionary behaviors and successful performances than subjects who were overconfident. Implications of the results of this study for third-party intervention and the training of negotiators are discussed.Keywords
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