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- W2156875929 abstract "A common assumption in negotiation analysis and game theoretic bargaining models is that negotiators have exogenously given preferences from the beginning of a negotiation on; in particular, these preferences are assumed to be independent of the history of oers made. However, empirical evidence gives rise to the assumption that preferences are endogenously constructed during the course of the negotiation. Negotiators might account for (quasi-) endowment based on oers they receive and subsequently devalue alternatives which were favorable at the outset. This bias might prevent ex-ante Pareto-optimal outcomes of negotiations. The paper motivates endogenous preference construction and adaptation. It outlines an experiment which aims at testing (1) whether preferences are constructed on the y during a negotiation and, if so, (2) in which way they are inuenced by the oers in the negotiation process. Results from a pilot experiment are presented and the nal experiment design is discussed." @default.
- W2156875929 created "2016-06-24" @default.
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- W2156875929 date "2005-06-01" @default.
- W2156875929 modified "2023-09-27" @default.
- W2156875929 title "Preference Construction in Negotiations | Loss Aversion and Quasi-Endowment |" @default.
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