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Zoekopdracht: faculteit: "FGw" en publicatiejaar: "1992"

AuteursC.K.W. de Dreu, B.J.M. Emans, E. van de Vliert
TitelThe influence of own cognitive and other`s communicated gain or loss frame on negotiator cognition and behavior
TijdschriftInternational Journal of Conflict Management
Jaargang3
Jaar1992
Pagina's115-132
ISSN10444068
FaculteitFaculteit der Geesteswetenschappen
Faculteit der Maatschappij- en Gedragswetenschappen
Instituut/afd.FMG: Psychology Research Institute
TrefwoordenDecision making; Negotiations
SamenvattingInvestigated the influence of own cognitive and other's communicated gain or loss frame on negotiation behavior. Research has shown that negotiators are more cooperative when they code their prospective outcomes as gains (gain frame) instead of as losses (loss frame). It is argued that frames are communicated and that negotiators are influenced not only by their own frames, but by other's communicated frame as well. This proposition was tested on 141 undergraduates using a 2 * 3 design, manipulating the negotiator's own frame (gains/losses) and other's communicated frame (gains/losses/not given). Results suggest that a negotiator's (cognitive) frames develop and change as a function of their opponent's communicated frame. When 2 negotiators have different frames, the gain framed negotiator adopts the other's loss frame more readily than vice versa."
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