The economic literature on negotiation shows that strategic concerns can be a barrier to agreement, even when the buyer values the good more than the seller. Yet behavioral research demonstrates that human interaction can overcome these strategic concerns through communication. We show that...

This study examines the dynamics of preference change in the context of face-to-face negotiation. Participants playing the role of ?student? or ?financial aid officer? exchanged proposals regarding the terms of a student loan. In accord with dissonance theory, participants increased their liking...