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.
|Original language||English (US)|
|Number of pages||13|
|Journal||Organizational Behavior and Human Decision Processes|
|State||Published - Dec 1986|
ASJC Scopus subject areas
- Applied Psychology
- Organizational Behavior and Human Resource Management