Predicting The Outcome of Marketing Negotiations: Role-Playing versus Unaided Opinions


Role -playing and unaided opinions were used to forecast the outcome of three negotiations. Consistent with prior re search, role-playing yielded more accurate predictions. In two studies on marketing negotiations, the predictions based on role-playing were correct for 53% of the predictions while unaided opinions were correct for only 7% (ppredicting, negotiations, marketing, role-playing, unaided opinion

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