Negotiating Inefficient Compromises: Is Less Better than More?

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http://eprints.org/relation/isVersionOf https://pure.iiasa.ac.at/id/document/4606 http://eprints.org/relation/isVolatileVersionOf https://pure.iiasa.ac.at/id/document/4606 http://eprints.org/relation/isCoversheetVersionOf https://pure.iiasa.ac.at/id/document/4606 archive 351 disk0/00/00/59/17 2016-01-15 02:11:32 2021-08-27 17:16:52 2016-01-15 02:11:32 monograph show 2 Cray D. Kersten G.E. 1690 Negotiating Inefficient Compromises: Is Less Better than More? pub iis_neg iis_sys prog_das Significant efforts are made to design and implement decision and negotiation support systems to identify efficient alternatives. The underlying assumption is that decision-makers prefer an efficient alternative over an inefficient one. Experimental studies indicate that people often accept inefficient compromises and are unwilling to improve them even if prompted to do so. This report presents preliminary results for the analysis of 605 bilateral negotiations in which only 20.8% of negotiators who achieved an inefficient compromise entered the post-settlement phase in an attempt to improve the compromise. 1999-07 published IR-99-022 IR-99-022 1371 public interim_report IIASA, Laxenburg, Austria 12 FALSE info:eu-repo/semantics/book