Missed opportunity for creating value in negotiations
Reluctance to making Integrative Gambit Offers
Bibliographic Data
| ID | 12166389 |
|---|---|
| Authors | Ilana Ritov (0000-0002-4475-4248, Hebrew University of Jerusalem, corresponding author), Simone Moran (0000-0002-2261-050X, Ben-Gurion University of the Negev) |
| Year | 2006 |
| Volume | 21 |
| Issue | 4 |
| Pages | 337-351 |
| Publication date | 2006-08-17 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Behavioral Decision Making (JOURNAL) |
| Journal identifiers | ISSN: 0894-3257 • E-ISSN: 1099-0771 |
| Publisher | Wiley (PUBLISHER • GB) |
| DOI | 10.1002/bdm.524 |
| OpenAlex | W3125524521 |
| Language | EN |
| Citations received | 4 |
| References cited | 30 |
In the present study we address a multi‐issue negotiation agenda, where several issues are under consideration and parties have different priorities among these issues. We suggest that in such agendas loss aversion and within issue anchoring may constrain the configuration of offers that parties propose to each other during the course of negotiation. We specifically focus on offers in which negotiators self‐propose to give the other party more than was demanded on one of the issues, while still maintaining or improving their overall value. We term such offers Integrative Gambit Offers (“IGO”s) and show that although making such offers improves integrative negotiation outcome, the frequency of making them is relatively low, and does not increase as negotiators gain experience with the task. Copyright © 2006 John Wiley & Sons, Ltd
Economics · Focus (optics · Gambit · Management · Microeconomics · Negotiation · Outcome (game theory · Political science · Simulation · Task (project management · Value (mathematics · Computer Science · Conflict Management and Negotiation · Construction Project Management and Performance · Law · Law, Economics, and Judicial Systems
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Myopic Loss Aversion and the Equity Premium Puzzle
Integrative bargaining in a competitive market
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Prospect Theory
Barriers to Conflict Resolution
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Experimental Tests of the Endowment Effect and the Coase Theorem
The influence of experience on negotiation performance
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Omission and commission in judgment and choice
An examination of naive and experienced negotiators
Unfixing the fixed pie
Trust and Distrust in Organizations
Negotiation behavior and outcomes
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Focusing on the Forgone
| Unique citing works | 4 |
|---|---|
| Citations per year | 0,67 |
| Citation span | 2020 - 2023 (4) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 4 |