Dynamic valuation: Preference changes in the context of face-to-face negotiation
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چکیده
منابع مشابه
Dynamic valuation: Preference changes in the context of face-to-face negotiation
This experiment examines the dynamics of preference change in the context of face-to-face negotiation. Participants playing the role of ‘‘student’’ or ‘‘financial aid officer’’ exchanged proposals regarding the terms of a student loan. Consistent with dissonance theory, participants increased their liking for proposals they offered and/or ultimately accepted. The reactance theory prediction tha...
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ژورنال
عنوان ژورنال: Journal of Experimental Social Psychology
سال: 2004
ISSN: 0022-1031
DOI: 10.1016/j.jesp.2003.12.002