The pursuit of missing information in negotiation
نویسندگان
چکیده
A large body of research has focused on how people exchange and use information during the negotiation process. This work tends to treat information as if it all were readily available upon request. The current research investigated how delays in the pursuit of missing information can influence people’s ex-ante priorities and the final settlements they reach. Study 1 found that negotiators achieved more value on an issue after seeking missing information about that issue compared to when the same information was readily accessible. Study 2 found that the effect of searching for information on outcomes was mediated by changes in how important negotiators perceived the issue to be. Theoretical and practical implications
منابع مشابه
Improving Agent Performance for Multi-Resource Negotiation Using Learning Automata and Case-Based Reasoning
In electronic commerce markets, agents often should acquire multiple resources to fulfil a high-level task. In order to attain such resources they need to compete with each other. In multi-agent environments, in which competition is involved, negotiation would be an interaction between agents in order to reach an agreement on resource allocation and to be coordinated with each other. In recent ...
متن کاملThe role of negotiation and TA in Iranians’ second language acquisition
In this study, it is attempted to survey some intervening factors leading L2 Iranian learners’ not to be successful as well, and then seeks some of the features that might be applicable to open new windows into L2 learners in Iran. Also it concerns some aspects of language learning, which have received poor attention from both pedagogical and non-pedagogical areas. This article examined some so...
متن کاملProbabilistic Linkage of Persian Record with Missing Data
Extended Abstract. When the comprehensive information about a topic is scattered among two or more data sets, using only one of those data sets would lead to information loss available in other data sets. Hence, it is necessary to integrate scattered information to a comprehensive unique data set. On the other hand, sometimes we are interested in recognition of duplications in a data set. The i...
متن کاملA BAYESIAN APPROACH TO COMPUTING MISSING REGRESSOR VALUES
In this article, Lindley's measure of average information is used to measure the information contained in incomplete observations on the vector of unknown regression coefficients [9]. This measure of information may be used to compute the missing regressor values.
متن کاملA method to solve the problem of missing data, outlier data and noisy data in order to improve the performance of human and information interaction
Abstract Purpose: Errors in data collection and failure to pay attention to data that are noisy in the collection process for any reason cause problems in data-based analysis and, as a result, wrong decision-making. Therefore, solving the problem of missing or noisy data before processing and analysis is of vital importance in analytical systems. The purpose of this paper is to provide a metho...
متن کامل