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betrayal aversion

Betrayal aversion is the phenomenon by which negotiators are less willing to take risks if the element of uncertainty in the negotiations is another person or group of people that the negotiator fears will not cooperate.

The following items are tagged betrayal aversion:

Measuring the Cost of Betrayal Aversion

Posted by & filed under Conflict Resolution.

Richard Zeckhauser and Program on Negotiation faculty member Iris Bohnet have found that negotiators leave substantial amounts of money on the table due to betrayal aversion. They conducted experiments in which they compared people’s willingness to take risks in two decision situations. The first situation is a lottery whose outcome is based on chance. Participants … Read More