Mental Accounting in Negotiations

Project: Research

Project participants

Description

Based on previous research on mental-accounting (Thaler, 1999; Kahneman & Tversky, 1984) and recent studies on process frames in negotiations (Trötschel, Loschelder, Höhne, & Majer, 2015) a decision-making process model of mental accounting in negotiations is introduced. The research project seeks to empirically test this model. In the model five conceptually delineated steps of mental accounting are described: 1) mental parsing, 2) mental budgeting, 3) mental balancing, 4) outcome editing, and 5) mental closing. The empirical test of the model and its different steps may lead to new insights within the negotiation and the decision-making literature: From the perspective of negotiation research a new theoretical approach is introduced that helps to investigate psychological processes that have not been considered so far (e.g., mental parsing, mental balancing). Moreover, the model offers a theoretical framework for different psychological processes that have been considered to be unrelated (e.g., process-framing, agenda-setting). From the perspective of decision-making research a well-established concept of consumer research will be tested in a context that allows for the social interaction between the decision-makers. Thus, combining two different lines of research may lead to new theoretical and practical perspectives on decision-making research in general and negotiation research in particular.
StatusFinished
Period01.07.1730.06.22

Research outputs

Recently viewed

Publications

  1. Transparenz und Geheimnis
  2. Bella ciao
  3. Schreibstrategien als Publikationsstrategien
  4. Open to Offers, but Resisting Requests
  5. Liebe
  6. Can Becoming a Leader Change Your Personality?
  7. Den Untergang beschreiben
  8. Exports and Productivity Growth
  9. How Music Touches
  10. Realigning the land-sharing/land-sparing debate to match conservation needs
  11. Heavy Metal in der DDR
  12. Nine Degrees of Uncertainty in Negotiations
  13. Automatisiertes Verhalten?
  14. Is small beautiful?
  15. Anerkennung von Differenz in der Sozialen Arbeit
  16. Expatriate Management
  17. Substanz, Körper und Affekte
  18. Reviewing is caring! Revaluing a critical, but invisibilized, underappreciated, and exploited academic practice
  19. Der Himbeerwurm
  20. Camouflagen des Computers
  21. Photodegradation, Photocatalytic and Aerobic Biodegradation of Sulfisomidine and Identification of Transformation Products By LC–UV-MS/MS
  22. Analysekompetenz - ein zweidimensionales Konstrukt?
  23. On the evidence for human use and control of fire at Schöningen
  24. Sunny Side Down
  25. Still want to Party?
  26. Transitions and Old Age Potential
  27. Online intervention for prevention of major depression
  28. Spatial characterization of coastal marine social-ecological systems
  29. Settingbasierte Gesundheitsförderung und Prävention
  30. Democracy in times of the pandemic
  31. Entgrenzung des künstlerischen Feldes durch Globalisierung ?
  32. Editorial
  33. The lipid composition of the in situ pellicle
  34. Technikfolgenabschätzung und ihre Bedeutung für künftige Hightech-Strategien
  35. Party, Coalition, Premiership
  36. Geschlecht in Raumwissenschaften und -planung
  37. Swissness Communication and its Impact on Consumer-Brand Relationships
  38. Prevalence of depression in cancer patients