TY - JOUR
T1 - Experts, amateurs, and refrigerators
T2 - Comparing expert and amateur negotiators in a novel task
AU - Neale, Margaret A.
AU - Northcraft, Gregory B.
N1 - Funding Information:
This project was supported in part by NSF Grant IST-8408717, “Experts vs. Amateurs: The Role of Expertise in Human Information Processing and Decision Behavior.” The authors thank Carol Alperson for her assistance in this research. Please address all correspondence concerning this manuscript, including reprint requests, to Dr. Margaret A. Neale, Department of Management and Policy, University of Arizona, Harvill Building 76, Tucson, AZ 85721.
PY - 1986/12
Y1 - 1986/12
N2 - Recently a controversy has arisen among behavioral decision theory researchers concerning the generalizability of research based upon student subject samples to the behavior of expert decision makers. This study compared the influence of framing and performance constraints (goals or limits) on the ability of expert and amateur negotiators to reach integrative agreements in a negotiation task novel to both. The results suggested that while experts did outperform amateurs on comparable competitive market simulations, the patterns of their performance as influenced by framing and performance constraints were consistent.
AB - Recently a controversy has arisen among behavioral decision theory researchers concerning the generalizability of research based upon student subject samples to the behavior of expert decision makers. This study compared the influence of framing and performance constraints (goals or limits) on the ability of expert and amateur negotiators to reach integrative agreements in a negotiation task novel to both. The results suggested that while experts did outperform amateurs on comparable competitive market simulations, the patterns of their performance as influenced by framing and performance constraints were consistent.
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U2 - 10.1016/0749-5978(86)90003-8
DO - 10.1016/0749-5978(86)90003-8
M3 - Article
AN - SCOPUS:38249038841
SN - 0749-5978
VL - 38
SP - 305
EP - 317
JO - Organizational Behavior and Human Decision Processes
JF - Organizational Behavior and Human Decision Processes
IS - 3
ER -