Social comparison in negotiation

Jan Crusius, Thomas Mussweiler

Research output: Chapter in Book/Report/Conference proceedingChapterScientific

Abstract

We engage in social comparisons every day, comparing our outcomes, accomplishments, and even emotions with those ofothers. Jan Crusius and Thomas Mussweiler examine the implications of social comparisons in bargaining behavior. They suggest new avenues for research in bargaining, and help us to better understand why we negotiate the way that we do.
Original languageEnglish
Title of host publicationThe Oxford handbook of economic conflict resolution
EditorsG. E. Bolton, R. T. A. Croson
PublisherOxford University Press
Pages119-137
Number of pages19
DOIs
Publication statusPublished - 20 Sep 2012

Publication series

NameThe Oxford Handbook of Economic Conflict Resolution

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