Sobrevaloración reactiva de las propuestas no ofrecidas en el curso de una negociación
- Herrero Blanco, Carmen
- Garrido Martín, Eugenio
- Tabernero Urbieta, María del Carmen
ISSN: 0213-4748, 1579-3680
Year of publication: 1997
Volume: 12
Issue: 2
Pages: 167-178
Type: Article
More publications in: International Journal of Social Psychology, Revista de Psicología Social
Abstract
In this article a theoretical and methodological reinterpretation of the hypothesis on reactive devaluation elaborated by Ross and his collaborators is proposed. This reinterpretation is based on the formulation of the Brehm's psychological reactance theory, wich is used by the californian authors. Adopting the scores of a control group as the base line, a) the hypothesis of the reactive devaluation is clearly not proved; b) the reactive supervaloration of those goods that can't been obtained otherwise because they are limited is proved; c) finally, in this article the Osgood's GRIT strategy and the principle of reciprocation of Cialdini are reaserted.