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Internet Experiment

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Preferences in Negotiations

Part of the book series: Lecture Notes in Economics and Mathematical Systems ((LNE,volume 595))

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Abstract

Whether the attachment effect is present and reference-dependent preferences change systematically in multi-issue negotiations is empirically tested in two closely related experiments. In this chapter, an internet experiment that tests the existence of an attachment effect in negotiation is outlined. The results support the assumption that the preferences of negotiators are systematically affected by the offers exchanged. However—as with any experiment—the external validity of results might be questioned: an single experiment can never proof that the same results would emerge if any of the numerous design choices would be altered. To increase validity, a second experiment was conducted; it is reported in Chapter 5. The design of this second experiment is refined by lessons learned from the first experiment and purposefully differs in several respects to show that the attachment effect is not closely related to the design choices made.

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Literatur

  1. Parts of Sections 4.1 and 4.2 are closely related to Gimpel (2007).

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  2. Curhan, Neale, and Ross (2004) use a within-subject comparison of preferences in an experiment on endogenously changing preferences in negotiations. Preference elicitation for each of ten potential contracts is achieved by subjects rating these contracts on Likert scales. To reduce consistency induced by subjects awareness of multiple preference elicitations, the order of the contracts to be rated varied from elicitation to elicitation.

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  3. Turel (2006) notes, for example, that the fact that most negotiation data is collected from dyads of negotiators has statistical implications for the analysis. Simply assuming independency of individuals-as it is done by some researchers-can lead to incorrect inferences. See as well Kenny and Judd (1986, 1996) for a discussion of the statistical challenge.

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  4. Sanfey et al. (2003, p. 1758) address the issue of deception in their endnotes 14 and 15. They classify this procedure as ‘limited amount of deception’ that they purposefully included in their design primarily to reduce costs and logistic demands of conducting the experiment.

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  5. The sample size in this study by Glimcher et al. is, however, quite small like in many neuro-imaging experiments: just 8 human subjects playing another human and 8 subjects playing the computer.

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© 2007 Springer-Verlag Berlin Heidelberg

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(2007). Internet Experiment. In: Preferences in Negotiations. Lecture Notes in Economics and Mathematical Systems, vol 595. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-540-72338-7_4

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