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Psychological Variables in Negotiation

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  • Antonides, Gerrit

Abstract

Individual psychological and social-psychological variables in negotiations are considered and classified. A distinction is made between perceptual, evaluation, and information processing factors. These factors may transform the objective payoffs (the results of negotiation) and may also include additional subjective information. The psychological variables affect the utilities of the outcomes of negotiation and might explain results not predicted by economics or game theory. Copyright 1991 by WWZ and Helbing & Lichtenhahn Verlag AG

Suggested Citation

  • Antonides, Gerrit, 1991. "Psychological Variables in Negotiation," Kyklos, Wiley Blackwell, vol. 44(3), pages 347-362.
    • Handle: RePEc:bla:kyklos:v:44:y:1991:i:3:p:347-62
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    Cited by:

    1. Stroeker, Natasha E. & Antonides, Gerrit, 1997. "The process of reaching an agreement in second-hand markets for consumer durables," Journal of Economic Psychology, Elsevier, vol. 18(4), pages 341-367, June.
    2. Noorderhaven, N.G., 1993. "Trust and transactions : Transaction cost analysis with a differential behavioral assumption," Research Memorandum FEW 590, Tilburg University, School of Economics and Management.
    3. Putthiwanit, Chutinon & Ho, Shu-Hsun, 2011. "Buyer success and failure in bargaining and its consequences," MPRA Paper 33588, University Library of Munich, Germany.
    4. Noorderhaven, N.G., 1993. "Trust and transactions : Transaction cost analysis with a differential behavioral assumption," Other publications TiSEM 96033acf-767b-49ae-8d46-c, Tilburg University, School of Economics and Management.

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