Undervaluation versus unaffordability as negotiation tactics
Evidence from a field experiment
Bibliographic Data
| ID | 11288136 |
|---|---|
| Authors | Himika Bhattacharya (0000-0002-3157-482X, University of Utah, corresponding author), Subhasish Dugar (0000-0002-1042-8911, University of Utah) |
| Year | 2023 |
| Volume | 96 |
| Pages | 102609 |
| Publication date | 2023-06-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Economic Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0167-4870 • E-ISSN: 1872-7719 |
| Publisher | Elsevier BV (PUBLISHER) |
| DOI | 10.1016/j.joep.2023.102609 |
| OpenAlex | W4321439120 |
| Language | EN |
| Citations received | 2 |
| References cited | 63 |
Bargaining power · Baseline (sea · Business · Cheating · Economics · Microeconomics · Negotiation · Product (mathematics · Stochastic game · Value (mathematics · Auction Theory and Applications · Decision-Making and Behavioral Economics · Experimental Behavioral Economics Studies · Psychology · Social Psychology · Marketing
Structure and change in economic history
A theory of sequential reciprocity
Perfect Equilibrium in a Bargaining Model
Emotions in Economic Theory and Economic Behavior
Quality and Accountability in Health Care Delivery
Preferences for Truth‐Telling
Strategic Information Transmission
Reciprocity as a Contract Enforcement Device
Understanding Social Preferences with Simple Tests
Two-Person Cooperative Games
Promises and Partnership
Deception
An experimental analysis of ultimatum bargaining
Lies in Disguise-an Experimental Study on Cheating
Erc
Luck or cheating? A field experiment on honesty with children
Experimental Tests of the Endowment Effect and the Coase Theorem
The Behavioralist Meets the Market
Negotiation as a form of persuasion
The Oxford Handbook of Economic Conflict Resolution
On the social psychology of the psychological experiment
A Theory of Fairness, Competition, and Cooperation
Non-Contractual Relations in Business
What Do Laboratory Experiments Measuring Social Preferences Reveal About the Real World
What is ethically appropriate in Negotiations
| Unique citing works | 2 |
|---|---|
| Citations per year | 0,67 |
| Citation span | 2023 - 2024 (2) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 2 |