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Framing the Game: Examining Frame Choice in Bargaining

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  • Blount, Sally
  • Larrick, Richard P.

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  • Blount, Sally & Larrick, Richard P., 2000. "Framing the Game: Examining Frame Choice in Bargaining," Organizational Behavior and Human Decision Processes, Elsevier, vol. 81(1), pages 43-71, January.
    • Handle: RePEc:eee:jobhdp:v:81:y:2000:i:1:p:43-71
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    1. Hoffman Elizabeth & McCabe Kevin & Shachat Keith & Smith Vernon, 1994. "Preferences, Property Rights, and Anonymity in Bargaining Games," Games and Economic Behavior, Elsevier, vol. 7(3), pages 346-380, November.
    2. Bazerman, Max H. & Magliozzi, Thomas & Neale, Margaret A., 1985. "Integrative bargaining in a competitive market," Organizational Behavior and Human Decision Processes, Elsevier, vol. 35(3), pages 294-313, June.
    3. John C. Hershey & Howard C. Kunreuther & Paul J. H. Schoemaker, 1982. "Sources of Bias in Assessment Procedures for Utility Functions," Management Science, INFORMS, vol. 28(8), pages 936-954, August.
    4. Kahneman, Daniel & Knetsch, Jack L & Thaler, Richard H, 1986. "Fairness and the Assumptions of Economics," The Journal of Business, University of Chicago Press, vol. 59(4), pages 285-300, October.
    5. Blount, Sally & Bazerman, Max H., 1996. "The inconsistent evaluation of absolute versus comparative payoffs in labor supply and bargaining," Journal of Economic Behavior & Organization, Elsevier, vol. 30(2), pages 227-240, August.
    6. Thaler, Richard H, 1988. "The Ultimatum Game," Journal of Economic Perspectives, American Economic Association, vol. 2(4), pages 195-206, Fall.
    7. Forsythe Robert & Horowitz Joel L. & Savin N. E. & Sefton Martin, 1994. "Fairness in Simple Bargaining Experiments," Games and Economic Behavior, Elsevier, vol. 6(3), pages 347-369, May.
    8. Babcock, Linda, et al, 1995. "Biased Judgments of Fairness in Bargaining," American Economic Review, American Economic Association, vol. 85(5), pages 1337-1343, December.
    9. Daniel Kahneman & Amos Tversky, 2013. "Prospect Theory: An Analysis of Decision Under Risk," World Scientific Book Chapters, in: Leonard C MacLean & William T Ziemba (ed.), HANDBOOK OF THE FUNDAMENTALS OF FINANCIAL DECISION MAKING Part I, chapter 6, pages 99-127, World Scientific Publishing Co. Pte. Ltd..
    10. Blount, Sally, 1995. "When Social Outcomes Aren't Fair: The Effect of Causal Attributions on Preferences," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(2), pages 131-144, August.
    11. de Dreu, Carsten K. W. & Carnevale, Peter J. D. & Emans, Ben J. M. & van de Vliert, Evert, 1994. "Effects of Gain-Loss Frames in Negotiation: Loss Aversion, Mismatching, and Frame Adoption," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(1), pages 90-107, October.
    12. Kahneman, Daniel & Knetsch, Jack L & Thaler, Richard H, 1990. "Experimental Tests of the Endowment Effect and the Coase Theorem," Journal of Political Economy, University of Chicago Press, vol. 98(6), pages 1325-1348, December.
    13. Nelson, Thomas E. & Clawson, Rosalee A. & Oxley, Zoe M., 1997. "Media Framing of a Civil Liberties Conflict and Its Effect on Tolerance," American Political Science Review, Cambridge University Press, vol. 91(3), pages 567-583, September.
    14. Guth, Werner & Schmittberger, Rolf & Schwarze, Bernd, 1982. "An experimental analysis of ultimatum bargaining," Journal of Economic Behavior & Organization, Elsevier, vol. 3(4), pages 367-388, December.
    15. Levin, Irwin P. & Schneider, Sandra L. & Gaeth, Gary J., 1998. "All Frames Are Not Created Equal: A Typology and Critical Analysis of Framing Effects," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(2), pages 149-188, November.
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    Cited by:

    1. Daniels, David P. & Zlatev, Julian J., 2019. "Choice architects reveal a bias toward positivity and certainty," Organizational Behavior and Human Decision Processes, Elsevier, vol. 151(C), pages 132-149.
    2. Richard R. W. Brooks & Claudia M. Landeo & Kathryn E. Spier, 2010. "Trigger happy or gun shy? Dissolving common‐value partnerships with Texas shootouts," RAND Journal of Economics, RAND Corporation, vol. 41(4), pages 649-673, December.
    3. Christine Harbring & Bernd Irlenbusch, 2011. "Sabotage in Tournaments: Evidence from a Laboratory Experiment," Management Science, INFORMS, vol. 57(4), pages 611-627, April.
    4. Klaus Abbink & Heike Hennig-Schmidt, 2006. "Neutral versus loaded instructions in a bribery experiment," Experimental Economics, Springer;Economic Science Association, vol. 9(2), pages 103-121, June.
    5. Michael J Weir & Catherine M Ashcraft & Natallia Leuchanka Diessner & Bridie McGreavy & Emily Vogler & Todd Guilfoos, 2020. "Language effects on bargaining," PLOS ONE, Public Library of Science, vol. 15(3), pages 1-20, March.
    6. van Buiten, Marc & Keren, Gideon, 2009. "Speaker-listener incompatibility: Joint and separate processing in risky choice framing," Organizational Behavior and Human Decision Processes, Elsevier, vol. 108(1), pages 106-115, January.
    7. Chang, Daphne & Chen, Roy & Krupka, Erin, 2019. "Rhetoric matters: A social norms explanation for the anomaly of framing," Games and Economic Behavior, Elsevier, vol. 116(C), pages 158-178.
    8. Weisel, Ori & Zultan, Ro׳i, 2016. "Social motives in intergroup conflict: Group identity and perceived target of threat," European Economic Review, Elsevier, vol. 90(C), pages 122-133.
    9. Brooks, Alison Wood & Schweitzer, Maurice E., 2011. "Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 43-54, May.
    10. De Cremer, David, 2010. "To pay or to apologize? On the psychology of dealing with unfair offers in a dictator game," Journal of Economic Psychology, Elsevier, vol. 31(6), pages 843-848, December.

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