Accession Number:

AD0741642

Title:

The Effects of Size of Payoff and Real Versus Imaginary Rewards,

Descriptive Note:

Corporate Author:

CALIFORNIA UNIV LOS ANELES CENTER FOR COMPUTER-BASED BEHAVIORAL STUDIES

Personal Author(s):

Report Date:

1972-04-01

Pagination or Media Count:

10.0

Abstract:

Previous bargaining experiments manipulating payoff type real vs. imaginary and quantity have yielded conflicting results. In general, these studies have failed to distinguish effects at different stages of bargaining and to collect data that permit discrimination among contending explanations. This experiment investigates the effect of real vs. imaginary and 2 vs. 20 payoffs on a large set of pre-negotiation perceptions of the bargaining situation. Results indicate that the two incentive variable effects are less similar than assumed. The quantity variation primarily affects strategic stance the real-imaginary variation primarily influences the maximizing-difference orientation. Both effects are salient prior to the start of bargaining. Author

Subject Categories:

  • Psychology
  • Operations Research

Distribution Statement:

APPROVED FOR PUBLIC RELEASE