Missed opportunity for creating value in negotiations: reluctance to making Integrative Gambit Offers

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Title	Missed opportunity for creating value in negotiations: reluctance to making Integrative Gambit Offers
URL	http://onlinelibrary.wiley.com/doi/10....
Description	This study addresses a multi-issue negotiation agenda, where several issues are under consideration and parties have different priorities among these issues. The authors suggest that in such agendas loss aversion and within issue anchoring may constrain the configuration of offers that parties propose to each other during the course of negotiation. They specifically focus on offers in which negotiators self-propose to give the other party more than was demanded on one of the issues, while still maintaining or improving their overall value. We term such offers Integrative Gambit Offers ("IGO"s) and show that although making such offers improves integrative negotiation outcome, the frequency of making them is relatively low, and does not increase as negotiators gain experience with the task.
Authors / Editors	Ritov, Ilana; Moran, Simone
Date Published	October 2008
Download Citation	This citation can be downloaded in the following bibliographic database formats: Tagged; XML; BibTex

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