Position Loss and Image Loss in Bargaining

Jean M. Hiltrop and Jeffrey Z. Rubin
Additional contact information
Jean M. Hiltrop: Department of Psychology Tufts University
Jeffrey Z. Rubin: Department of Psychology Tufts University

Journal of Conflict Resolution, 1981, vol. 25, issue 3, 521-534

Abstract: Bargaining theorists have had a long-standing interest in understanding the relationship between the tangible and intangible aspects of concession-making—what Pruitt (1971) has described as the risks of "position loss" and "image loss," respectively. In order to evaluate the precise relationship between position loss and image loss, two questionnaire studies were conducted. In Experiment I, bargainers read a cover story describing a dyadic bar gaining episode and were asked to take the role of one of the disputants; they were then to rate the "image" associated with each of a series of offers, and the monetary concession values associated with a set of possible bargainer appearances in a within-subjects design. Experiment II was identical to the first study in all respects, except that only one offer and one bargaining appearance were rated in a between-subjects design. Subjects were found to discriminate better among various bargainer appearances in Experiment I than in Experiment II. In addition, an exponential relationship was found between image loss and position loss in Experiment I, while an ogive was obtained in Experiment II. Implications of the points of similarity and divergence in the results of the two studies are discussed.

Date: 1981
References: View complete reference list from CitEc
Citations:

Downloads: (external link)
https://journals.sagepub.com/doi/10.1177/002200278102500306 (text/html)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:sae:jocore:v:25:y:1981:i:3:p:521-534

DOI: 10.1177/002200278102500306

Access Statistics for this article

More articles in Journal of Conflict Resolution from Peace Science Society (International)
Bibliographic data for series maintained by SAGE Publications ().