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- catalog abstract "We present three studies that examine the process of partner selection in negotiations and the influence that relationships may have on the partner selection decision. In study one, we present a simulated matching market experiment in which we compare the matching process when relationships can influence the partner selection decision with the matching process when relationships cannot influence this decision. We find that when relationships are not allowed to influence the matching process, there are more economically optimal agreements, a larger market surplus, and more search activity. In study two, a simulation of a naturally-occurring market selection process provides additional quantitative support for the findings from study one and offers qualitative data on the reasoning process behind the partner selection decision, including the social factors that are influential in this decision. Study three utilizes a repeated trial experimental simulation to offer further support for the negative relationship between relationships and economic outcomes and to suggest that the relative power of the negotiators influences the extent to which relationships help versus hurt individual profitability. Implications of these findings are discussed.".
- catalog contributor b11255352.
- catalog contributor b11255353.
- catalog contributor b11255354.
- catalog contributor b11255355.
- catalog contributor b11255356.
- catalog created "c1999.".
- catalog date "1999".
- catalog date "c1999.".
- catalog dateCopyrighted "c1999.".
- catalog description "Includes bibliographical references (p. 38-41).".
- catalog description "We present three studies that examine the process of partner selection in negotiations and the influence that relationships may have on the partner selection decision. In study one, we present a simulated matching market experiment in which we compare the matching process when relationships can influence the partner selection decision with the matching process when relationships cannot influence this decision. We find that when relationships are not allowed to influence the matching process, there are more economically optimal agreements, a larger market surplus, and more search activity. In study two, a simulation of a naturally-occurring market selection process provides additional quantitative support for the findings from study one and offers qualitative data on the reasoning process behind the partner selection decision, including the social factors that are influential in this decision. Study three utilizes a repeated trial experimental simulation to offer further support for the negative relationship between relationships and economic outcomes and to suggest that the relative power of the negotiators influences the extent to which relationships help versus hurt individual profitability. Implications of these findings are discussed.".
- catalog extent "46, [2] p. :".
- catalog isPartOf "Working paper (Harvard University. Graduate School of Business Administration. Division of Research) ; 99-121.".
- catalog isPartOf "Working paper / Division of Research, Harvard Business School ; 99-121".
- catalog issued "1999".
- catalog issued "c1999.".
- catalog language "eng".
- catalog publisher "[Boston] : Division of Research, Harvard Business School,".
- catalog title "The negotiation matching process : relationships and partner selection / Ann E. Tenbrunsel, Kimberly A. Wade-Benzoni, Joseph Moag, Max H. Bzerman.".
- catalog type "text".