Position Loss and Image Loss in Bargaining
Bibliographic Data
| ID | 10071853 |
|---|---|
| Authors | Jean M Hiltrop (Department of Psychology Tufts University), Jeffrey Z Rubin (Department of Psychology Tufts University) |
| Year | 1981 |
| Volume | 25 |
| Issue | 3 |
| Pages | 521-534 |
| Publication date | 1981-09-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Conflict Resolution (JOURNAL) |
| Journal identifiers | ISSN: 0022-0027 • E-ISSN: 1552-8766 |
| Publisher | SAGE Publishing (PUBLISHER • US) |
| DOI | 10.1177/002200278102500306 |
| OpenAlex | W2015303386 |
| Language | EN |
| Citations received | 1 |
| References cited | 10 |
Bargaining theorists have had a long-standing interest in understanding the relationship between the tangible and intangible aspects of concession-making—what Pruitt (1971) has described as the risks of "position loss" and "image loss," respectively. In order to evaluate the precise relationship between position loss and image loss, two questionnaire studies were conducted. In Experiment I, bargainers read a cover story describing a dyadic bar gaining episode and were asked to take the role of one of the disputants; they were then to rate the "image" associated with each of a series of offers, and the monetary concession values associated with a set of possible bargainer appearances in a within-subjects design. Experiment II was identical to the first study in all respects, except that only one offer and one bargaining appearance were rated in a between-subjects design. Subjects were found to discriminate better among various bargainer appearances in Experiment I than in Experiment II. In addition, an exponential relationship was found between image loss and position loss in Experiment I, while an ogive was obtained in Experiment II. Implications of the points of similarity and divergence in the results of the two studies are discussed
Cover (algebra · Divergence (linguistics · Econometrics · Economics · Image (mathematics · Order (exchange · Position (finance · Set (abstract data type · Similarity (geometry · Artificial Intelligence · Behavioral and Psychological Studies · Computer Science · Engineering · Motor Control and Adaptation · Philosophy · Product Development and Customization · Psychology · Social Psychology
The social psychology of bargaining and negotiation
The Personal Reference Scale
A review of experiments in explicit bargaining
The effects of need to maintain face on interpersonal bargaining
Mediation as an aid to face saving in negotiation
Perspective as an intervening construct in the judgment of attitude statements
Own attitude as an anchor in equal-appearing intervals
Strategy and Collective Bargaining Negotiation
| Unique citing works | 1 |
|---|---|
| Citations per year | 0,03 |
| Citation span | 1990 - 1990 (1) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 1 |