Date of this Version
Role-playing and unaided opinions were used to forecast the outcome of three negotiations. Consistent with prior research, role-playing yielded more accurate predictions. In two studies on marketing negotiations, the predictions based on role-playing were correct for 53% of the predictions while unaided opinions were correct for only 7% (p < 0.001).
Armstrong, J. S., & Hutcherson, P. D. (1989). Predicting the Outcome of Marketing Negotiations: Role-Playing versus Unaided Opinions. Retrieved from http://repository.upenn.edu/marketing_papers/93
Date Posted: 15 June 2007
This document has been peer reviewed.