Table 1. Negotiator issue chart for...

Table 1.

Negotiator issue chart for computer-simulated experiments in foreign language condition

Delivery time		Discount terms		Financing terms
(a) Issue chart for gain frame conditions (positive frame)
A	0	A	0	A	0
B	200	B	300	B	500
C	400	C	600	C	1,000
D	600	D	900	D	1,500
E	800	E	1,200	E	2,000
F	1,000	F	1,500	F	2,500
G	1,200	G	1,800	G	3,000
H	1,400	H	2,100	H	3,500
I	1,600	I	2,400	I	4,000
(b) Issue chart for loss frame conditions (negative frame; values subtracted from the gross of $8,000)
A	−1,600	A	−2,400	A	−4,000
B	−1,400	B	−2,100	B	−3,500
C	−1,200	C	−1,800	C	−3,000
D	−1,000	D	−1,500	D	−2,500
E	−800	E	−1,200	E	−2,000
F	−600	F	−900	F	−1,500
G	−400	G	−600	G	−1,000
H	−200	H	−300	H	−500
I	0	I	0	I	0

Delivery time		Discount terms		Financing terms
(a) Issue chart for gain frame conditions (positive frame)
A	0	A	0	A	0
B	200	B	300	B	500
C	400	C	600	C	1,000
D	600	D	900	D	1,500
E	800	E	1,200	E	2,000
F	1,000	F	1,500	F	2,500
G	1,200	G	1,800	G	3,000
H	1,400	H	2,100	H	3,500
I	1,600	I	2,400	I	4,000
(b) Issue chart for loss frame conditions (negative frame; values subtracted from the gross of $8,000)
A	−1,600	A	−2,400	A	−4,000
B	−1,400	B	−2,100	B	−3,500
C	−1,200	C	−1,800	C	−3,000
D	−1,000	D	−1,500	D	−2,500
E	−800	E	−1,200	E	−2,000
F	−600	F	−900	F	−1,500
G	−400	G	−600	G	−1,000
H	−200	H	−300	H	−500
I	0	I	0	I	0

Source: Carnevale (2008)

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