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

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JS Armstrong; Philip D. Hutcherson;
  • Subject: predicting, negotiations, marketing, role-playing, unaided opinion
    • jel: jel:A

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 ... View more
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