Discrepant Values and Measures of Negotiator Performance

Dana R. Clyman () and Thomas M. Tripp ()
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Dana R. Clyman: University of Virginia
Thomas M. Tripp: Washington State University

Group Decision and Negotiation, 2000, vol. 9, issue 4, No 1, 274 pages

Abstract: Abstract The thesis of the paper is that measuring negotiator performance correctly is difficult because the values that those of us who measure negotiator performance think negotiators are maximizing may differ from the values negotiators are actually maximizing. When such discrepant values exist, using performance measures that do not account for them can lead easily to incorrect conclusions about negotiator performance. Indeed, good performance may be judged poor, and vice-versa. This paper explores several related literatures, including the experimental-bargaining, behavioral-decision-making, and procedural-justice literatures, to demonstrate that discrepant values exist. It then demonstrates that whenever performance measures are used as dependent variables in negotiation experiments, the existence of discrepant values can lead to both Type I and Type II construct-validity errors.

Keywords: dependent variables; negotiation; negotiator performance (search for similar items in EconPapers)
Date: 2000
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Citations: View citations in EconPapers (2)

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DOI: 10.1023/A:1008717307156

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