Predicting the Outcome of Marketing Negotiations: Role-Playing versus Unaided Opinions
نویسندگان
چکیده
An alternative to understanding the negotiating process is to examine techniques that might help to predict the outcomes of negotiations. Accurate predictions of the outcomes of marketing negotiations can help parties to develop better strategies. An example would be a hotel's negotiations to sell rooms for a conference, where the opening offer is viewed to be so high that the potential buyer breaks off the negotiations. If such an outcome were predicted, the hotel could search for a superior alternative such as a lower price, or an offer with additional benefits.
منابع مشابه
F orecasting decisions in conflict situations : a comparison of game theory , role - playing , and unaided judgement *
Can game theory aid in forecasting the decision making of parties in a conflict? A review of the literature revealed diverse opinions but no empirical evidence on this question. When put to the test, game theorists’ predictions were more accurate than those from unaided judgement but not as accurate as role-play forecasts. Twenty-one game theorists made 99 forecasts of decisions for six conflic...
متن کاملRole Playing: A Method to Forecast Decisions
Role playing can be used to forecast decisions, such as “how will our competitors respond if we lower our prices?” In role playing, an administrator asks people to play roles and uses their “decisions” as forecasts. Such an exercise can produce a realistic simulation of the interactions among conflicting groups. The role play should match the actual situation in key respects, such as the role-p...
متن کاملتجارب کارآموزان پرستاری بخش روانپزشکی از آموزش به شیوه ایفای نقش مبتنی بر حل مسئله و نمایش فیلم
Introduction: Role-playing according to problem-solving and educational video clips are new and effective methods of training midwifery students. This study aimed to assess nursing students' experiences of training using role playing, based on problem solving, and displaying video clips in the psychiatric department of Imam Reza Hospital of North Khorasan University of Medical Sciences. M...
متن کاملAssessing Game Theory, Role Playing, and Unaided Judgment
Green’s study [Int. J. Forecasting (forthcoming)] on the accuracy of forecasting methods for conflicts does well against traditional scientific criteria. Moreover, it is useful, as it examines actual problems by comparing forecasting methods as they would be used in practice. Some biases exist in the design of the study and they favor game theory. As a result, the accuracy gain of game theory o...
متن کاملBENIGN EXTREME HYPERBILIRUBINEMIA IN A 9 YEAR-OLD GIRL WITH SICKLE-THALASSEMIA AND THE PROBABLE ROLE OF HBF IN PREDICTING THE OUTCOME
Hepatic dysfunction is a frequent manifestation in patients with sickle cell anemia. It is usually a multifactorial process. A rare benign form of extreme hyperbilirubinemia, presumably due to intrahepatic sickling, may be the cause. We report a 9 year old girl with sickle-thalassemia hemoglo binopathy, presenting with profound jaundice. Sickle cell disease is often mild in the Iranian popu...
متن کامل