Social Comparisons In Ultimatum Bargaining

By on / Negotiation Skills

Author: Iris Bohnet, Professor of Public Policy, Harvard Kennedy School; director of the Women and Public Policy Program; associate director of the Harvard Decision Science

The effects of social comparisons in ultimatum bargaining are explored in this paper. Iris Bohnet examines their relevance in general and over time. The economic significance of these effects is examined, as well as the different ways people might rely on social comparisons in negotiation encounters.

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