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The Negotiation of First Agreements in Ontario: An Empirical Study

✍ Scribed by Norman A. SOLOMON and Norman C. Solomon


Book ID
124863523
Publisher
Consortium Erudit
Year
1984
Tongue
English
Weight
826 KB
Volume
39
Category
Article
ISSN
0034-379X

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## Abstract This paper integrates Prospect Theory and the concept of framing in a study of consumer negotiated pricing in a real estate context. Building on previously conducted experimental designs, a field survey indicated that home sellers using sales price as a reference point display greater w