Linking frames in negotiations: Gains, losses and conflict frame adoption

International Journal of Conflict Management

Volumn 12, Issue 2, 2001, Pages 100-113

  Schweitzer, Maurice E ^a   Dechnrch, Leslie A ^b  

^a UNIVERSITY OF PENNSYLVANIA   (United States)

^b FLORIDA INTERNATIONAL UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0347035524     PISSN: 10444068     EISSN: None     Source Type: Journal    
DOI: 10.1108/eb022851     Document Type: Review

References (48)

1. Baron, J., & Ritov, I. (1994). Reference points and omission bias. Organizational Behavior and Human Decision Processes, 59, 475–498
2. Bazerman, M. H., Magliozzi, T., & Neale, M. A. (1985). Integrative bargaining in a competitive market. Organizational Behavior and Human Decision Processes, 35, 294–313
3. Benartzi, S., & Thaler, R. (1995). Myopic loss aversion and tbe equity premium puzzle. Quarterly Journal of Economics, 110, 73–92
4. Bottom, W. P. (1990). Adaptive reference points in integrative bargaining. In K. Borcherd-ing, O. I. Larichev, & D. M. Messick (Eds.), Contemporary issues in decision making (pp. 429–447). Amsterdam: Elsevier
5. Bottom, W. P. (1998). Negotiator risk: Sources of uncertainty and the impact of reference points on negotiated agreements. Organizational Behavior and Human Decision Processes, 76, 89–112
6. Bottom, W. P., & Studt, A. (1993). Framing effects and the distributive aspect of integrative bargaining. Organizational Behavior and Human Decision Processes, 56, 459–474
7. Carnevale, P. J. D., & Pruitt, D. G. (1992). Negotiation and mediation. Annual Review of Psychology, 43, 531–582
8. Crum, R. L., Laughhunn, D. J., & Payne, J. W. (1981, Winter). Risk-seeking behavior and its implications for financial models. Financial Management, pp. 20–27
9. DeDreu, C. K., Carnevale, P. J. D., Emans, B., & van de Vliert, E. (1994). Effects of gain-loss frames in negotiation: Loss aversion, mismatching, and frame adoption. Organizational Behavior and Human Decision Processes, 60, 90–107
10. DeDreu, C. K., Lualhati, J. C., & McCusker, C. (1994). Effects of gain-loss frames on satisfaction with self-other outcome-differences. European Journal of Social Psychology, 24, 497–510
11. DeDreu, C. K., & McCusker, C. (1997). Gain-loss frames and cooperation in two-person social dilemmas: A transformational analysis. Journal of Personality and Social Psychology, 72, 1093–1106
12. Donnellon, A., & Gray, B. (1997). An interactive theory of reframing in negotiation. Unpublished working paper, Pennsylvania State University, University Park
13. Fischhoff, B. (1983). Predicting frames. Journal of Experimental Psychology: Learning, Memory, and Cognition, 9, 103–116
14. Fiske, S. T. (1995). Social cognition. In A. Tesser (Ed.), Advanced social psychology (pp.149–193). New York: McGraw-Hill
15. Fiske, S., & Taylor, S. (1991). Social cognition (2nd ed.). New York: McGraw Hill
16. Gray, B. (1997). Framing and refraining of intractable environmental disputes. Research on Negotiation in Organizations, 6, 163–188
17. Gregory, R., Lichtenstein, S., & MacGregor, D. (1993). The role of past states in determining reference points for policy decisions. Organizational Behavior & Human Decision Processes, 55, 195–206
18. Heath, C., Larrick, R., & Wu, G. (1999). Goals as reference points. Cognitive Psychology, 55, 79–109
19. James, L. R., Demaree, R. G., & Wolf, G. (1984). Estimating within-group interrater reliability with and without response bias. Journal of Applied Psychology, 69, 85–98
20. Jehn, K. A. (1997). A qualitative analysis of conflict types and dimensions in organizational groups. Administrative Science Quarterly, 42, 530–557
21. Kahneman, D. (1992). Reference points, anchors, norms, and mixed feelings. Organizational Behavior and Human Decision Processes, 51, 296–312
22. Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47, 263–291
23. Landman, J. (1987). Regret and elation following action and inaction: Affective responses to positive versus negative outcomes. Personality & Social Psychology Bulletin, 13, 524–536
24. Lim, R. G., & Carnevale, P. J. (1995). Influencing mediator behavior through bargainer framing, International Journal of Conflict Management, 6, 349–368
25. Mannix, E. A., Tinsley, C. H., & Bazerman, M. (1995). Negotiating over time: Impediments to integrative solutions. Organizational Behavior and Human Decision Processes, 62, 241–251
26. McCusker, C., & Carnevale, P. J. (1995). Framing in resource dilemmas: Loss aversion and moderating effects of sanctions. Organizational Behavior and Human Decision Processes. 61, 190–201
27. Neale, M. A., & Bazerman, M. H. (1985). The effects of framing and negotiator overconfi-dence on bargaining behaviors and outcomes. Academy of Management Journal, 28, 34–49
28. Neale, M. A., & Bazerman, M. H. (1992). Negotiating rationally: The power and impact of the negotiator's frame. Academy of Management Executive, 6, 42–51
29. Neale, M. A., Huber, V. L., & Northcraft, G. B. (1987). The framing of negotiations: Contextual versus task frames. Organizational Behavior and Human Decision Processes, 39, 228–241
30. Neale, M. A., & Northcraft, G. B. (1986). Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task. Organizational Behavior and Human Decision Processes, 38, 305–317
31. Nygren, T. (1998). Reacting to perceived high- and low-risk win-lose opportunities in a risky decision-making task: Is it framing or affect or both? Motivation and Emotion, 22, 73–98
32. Pinkley, R. L. (1990). Dimensions of conflict frame: Disputant interpretations of conflict. Journal of Applied Psychology, 75, 117–126
33. Pinkley, R. L., & Northcraft, G. B. (1994). Conflict frames of reference: Implications for dispute processes and outcomes. Academy of Management Journal, 37, 193–205
34. Putnam, L. L., & Holmer, M. (1992). Framing, refraining, and issue development. In L. Putnam & M. E. Roloff (Eds.), Communication and negotiation (Vol. 20, pp. 128–155). Newbury Park, CA: Sage
35. Ritov, I., & Baron, J. (1999). Protected values and omission bias. Organizational Behavior & Human Decision Processes, 79, 79–94
36. Roney, C. J., Higgins, E. T., & Shah, J. (1995). Goals and framing: How outcome focus influences motivation and emotion. Personality and Social Psychology Bulletin, 21, 1151–1160
37. Ross, L., & Nisbett, R. (1991). The person and the situation. New York: McGraw Hill
38. Schurr, P. H. (1987). Effects of gain and loss decision frames on risky purchase negotiations. Journal of Applied Psychology, 72, 351–358
39. Schweitzer, M. E. (1995). Multiple reference points, framing, and the status quo bias in health care financing decisions. Organizational Behavior & Human Decision Processes, 63, 69–72
40. Schweitzer, M. (1994). Disentangling status quo and omission effects: An experimental analysis. Organizational Behavior & Human Decision Processes, 58, 457–476
41. Schweitzer, M., Hershey, J., & Asch, D. (1996). Individual choice in spending accounts: Can we rely on employees to choose well? Medical Care, 34, 583–593
42. Schweitzer, M. E., & Kerr, J. (2000). Bargaining under the influence: The role of alcohol in negotiations. Academy of Management Executive, 14, 47–57
43. Shah, P. P., & Jehn, K. A. (1993). Do friends perform better than acquaintances? The interaction of friendship, conflict and task. Group Decision and Negotiation, 2, 149–165
44. Sitkin, S. B., & Weingart, L. R. (1995). Determinants of risky decision-making behavior: A test of the mediating role of risk perceptions and propensity. Academy of Management Journal, 38, 1573–1592
45. Sullivan, K., & Kida, T. (1995). The effect of multiple reference points and prior gains and losses on managers' risky decision making. Organizational Behavior & Human Decision Processes, 64, 76–83
46. Tannen, D. (1979). What's in a frame? Surface evidence of underlying expectation. In R. Freedle (Ed.), New dimensions in discourse processes (pp. 137–181). Norwood, NJ: Ablex
47. Tannen, D. (1999). Framing and reframing. In R. J. Lewicki, D. M. Saunders, & J. Minton (Eds.), Negotiation: Readings, exercises, and cases (3rd ed., pp. 68–77). Boston: Irwin/McGraw-Hill
48. Tversky, A., & Kahneman, D. (1981). The framing of decisions and the psychology of choice. Science, 211, 453–458