Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task |
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| Authors: | Margaret A. Neale Gregory B. Northcraft |
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| Affiliation: | 1. Department of Obstetrics and Gynecology and Women’s Health, Albert Einstein College of Medicine, Bronx, NY, USA;2. University of California, San Francisco, San Francisco, CA, USA;3. Department of Surgery, HEAL Africa Hospital, Goma, Democratic Republic of Congo;4. Department of Obstetrics and Gynecology, HEAL Africa Hospital, Goma, Democratic Republic of Congo;1. Department of Economics, Finance and Legal Studies, The University of Alabama, 200 Alston Hall, Tuscaloosa, AL, 35487, USA;2. Econonomic Science Institute, Chapman Univeristy, One University Dr., Orange, CA 92866, USA;3. Department of Economics, Clemson University, 228 Sirrine Hall, Clemson, SC 29634, USA;1. Department of Economics, University of Tennessee, United States;2. Department of Economics, Finance, and Legal Studies, University of Alabama, United States;3. Department of Resource Economics & Environmental Sociology, University of Alberta, Canada |
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| Abstract: | Recently a controversy has arisen among behavioral decision theory researchers concerning the generalizability of research based upon student subject samples to the behavior of expert decision makers. This study compared the influence of framing and performance constraints (goals or limits) on the ability of expert and amateur negotiators to reach integrative agreements in a negotiation task novel to both. The results suggested that while experts did outperform amateurs on comparable competitive market simulations, the patterns of their performance as influenced by framing and performance constraints were consistent. |
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