Individual strategies in negotiation and the perceived fairness of third-party decisions
Abstract
This study was conducted as a preliminary project in constructing a model of negotiation behavior. Using techniques firmly planted in measurement theory, the strategies and negotiation tactics of each individual bargainer were identified. The resulting solution as determined by the negotiators themselves and the fairness of that solution were recorded. These solutions often stood in contrast to "fair" decisions as proposed by other researchers. The probability of impasse was predicted for each dyad as determined by Policy Modeling.
Degree
Ph.D.
Advisors
Stevenson-Busemeyer, Purdue University.
Subject Area
Occupational psychology
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