This dissertation deals with negotiation behavior as a function of the negotiators frame -- their conception of their potential own outcomes as gains or as losses (Bazerman, 1983; Tversky & Kahneman, 1981). Negotiatiors with a gain frame see their potential own outcomes in positive terms and evaluate their concessions as decreases in their gains. Negotiatiors with a loss frame, in contrast, see their potential own outcomes in negative terms and evaluate their concessions as increases in their losses (Bazerman, 1983; Kahneman, 1992). ...
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