Dynamic valuation: Preference changes in the context of face-to-face negotiation

Abstract

This experiment examines the dynamics of preference change in the context of face-to-face negotiation. Participants playing the role of ‘‘student’’ or ‘‘financial aid officer’’ exchanged proposals regarding the terms of a student loan. Consistent with dissonance theory, participants increased their liking for proposals they offered and/or ultimately… (More)

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Cite this paper

@inproceedings{Curhan2002DynamicVP, title={Dynamic valuation: Preference changes in the context of face-to-face negotiation}, author={Jared Curhan and Margaret A. Neale and Lee D. Ross and Mark R. Lepper and Richard L. Moreland and Andrew N Ward}, year={2002} }