Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation

摘要: This study examines the dynamics of preference change in context face-to-face negotiation. Participants playing role "student" or "financial aid officer" exchanged proposals regarding terms a student loan. In accord with dissonance theory, participants increased their liking for they offered and/or ultimately accepted. The reactance theory prediction that would devalue received from counterparts was confirmed loan officers, but not students. A pair experimental manipulations involving pre-rating and opportunity to engage brief discussions prior initial exchange offers mediated these effects influenced subsequent rates agreement post-settlement satisfaction. Underlying attributional mechanisms implications findings facilitating agreements are discussed.