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

J. Scott Armstrong () and Philip D. Hutcherson
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Philip D. Hutcherson: Beckman Instruments

General Economics and Teaching from EconWPA

Abstract: 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% (p < 0.001).

Keywords: predicting; negotiations; marketing; role-playing; unaided opinion (search for similar items in EconPapers)
JEL-codes: A (search for similar items in EconPapers)
Date: 2005-02-11
Note: Type of Document - pdf; pages: 14
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Persistent link: http://EconPapers.repec.org/RePEc:wpa:wuwpgt:0502040

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