Browsing Sloan School of Management by Author "Neale, Maragaret"
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Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation
Curhan, Jared; Neale, Maragaret; Ross, Lee (2002-08-16)This study 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 ...