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The influence of risk‐taking propensity on bargaining behavior
Author(s) -
Harnett Donald L.,
Cummings Larry L.,
Hughes G. David
Publication year - 1968
Publication title -
behavioral science
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.371
H-Index - 45
eISSN - 1099-1743
pISSN - 0005-7940
DOI - 10.1002/bs.3830130202
Subject(s) - economics , propensity score matching , yield (engineering) , channel (broadcasting) , microeconomics , psychology , social psychology , statistics , engineering , mathematics , materials science , electrical engineering , metallurgy
Abstract This study investigated experimentally the effects of risk‐taking propensity on bargaining behavior under varying information conditions. Risk‐taking propensity failed to explain subjects' bargaining successes (profits), but it did influence their initial asking level and their willingness to yield from this level. The degree of influence was moderated by the amount of information in the bargaining channel. Results suggested that the less the information the greater the impact of risk‐taking propensity on bargaining behavior.