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Equilibrium selection in the one seller and many buyers-game

✍ Scribed by Werner Güth; Jürgen Stephan

Book ID
112507230
Publisher
Springer Vienna
Year
1984
Tongue
English
Weight
741 KB
Volume
44
Category
Article
ISSN
1617-7134

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The interaction of reward contingencies
The interaction of reward contingencies and causality orientation on the introduction of cooperative tactics in buyer–seller negotiations
✍ Ellen Bolman Pullins 📂 Article 📅 2001 🏛 John Wiley and Sons 🌐 English ⚖ 119 KB

## Abstract This article reports results of an experiment designed to see if reward contingencies and individual differences in causality orientation can interact to affect the frequency with which buyers and sellers introduce cooperative tactics into a sales negotiation. A face‐to‐face simulation